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Transcript of Consultative Selling
Goals of the Organization
1. Organizations want their sellers to rethink the Sales Process by turning what seems to be a noun into a verb or adjective.
Products are always nouns and solutions are always verbs.
2. Companies/Organizations with a consultative selling approach has a goal to convert employees into thinking about selling as a process of helping the customer, rather than a process of making a sale.
3. The overall goal of consultative selling is to guide the customer into the correct product and/or to help them realize that it is unnecessary for them. (Be an adviser)
Excellent Listening Skills
Takes the time to build relationships
Understands the client's unique needs and challenges
Integrates electronic and web-based processes that offer product solutions based on the client's needs
Identifies and appreciates the client's unique personality style
Finds common camaraderie
Helps the client realize they're making the correct decisions
Through Consultative Selling:
The goals is to make the customer feel as though they're solving a problem on their own
-Make the customer feel like they're achieving a goal through the seller's offering (As if they were gaining something instead of giving)
-Create relationship and trust
emphasizes honesty, reliability, and quality when talking about the service or products
NEVER interrupt the client
NEVER finish the client's sentences
Consultative Selling is personal selling in which a salesperson's role is one of a consultant. The salesperson first assists the buyer in identifying the their needs, and then suggests products to satisfy those needs.
The Principle Jar
Your lead is your customer
Involves the use of lead intelligence gathered by businesses in order to choose the lead
Leads include: company size, pages visited most on the company's website, email preferences, and social media behaviors
this phase helps you learn about your lead ahead of time, and in turn tells you what questions they'll primarily have on their mind.
This is the most vital part of a sales process and the greatest sales tool
You'll have enough detailed information on your lead because of your research phase
When asking open-ended questions (That begin with: Who, What, Where, How, Why and When)
The point of this stage is to build trust by allowing the lead to volunteer information
Volunteering information is an indication of relationship building
To uncover the lead's budget and the level of authority of the lead (End user, the influencer, decision maker, or person who controls the budget)
Discover the lead's goals, plans they have to reach those goals, the challenges of achieving such goals, and the time-frame they have planned.
instead of Passive Listening
This principle will help you determine the next move by being attentive to the lead's tone, pitch and level of enthusiasm
During this stage the goal is that in responding you also have the opportunity to teach
However, this isn't a teaching moment about your product or service
Be cautious not to give away too much knowledge. There must be a balance.
Identification of the appropriate clients
Allows you to focus and allocate resources to those clients that are worth the effort
Unqualified clients give you the chance to help, be friendly and build trust for future sells
This is when you get the sell
It should be a natural and mutual agreement between you and the client
How to create a
The temptation to assume you know everything because you did research
Questions with words like: Do, Are, You, and Can
Those questions tend to lead to "yes or no" answers, which we want to avoid
Cengage Learning PowerPoints
During this stage, you still need to document things!
Joe takes a different approach when customers enter the dealership. When a customer tells him what he or she is looking for, he asks him or her why he or she is interested in the type of vehicle described.
Once the customer explains his or her needs, he might walk them over to the car selection area, and then take the customer directly to two vehicles that would meet his or her needs and explain why he suggests those vehicles.
He might also suggest that a light truck would better meet the uses the customer described and see if he or she would like to look at a truck while he or she is at the dealership as well.
His goal is to locate a product that best meets the customer's needs and have him or her happy with the purchase when the customer leaves the dealership.
My mother and I went grocery shopping. She’s a professional chef, so grocery shopping, even just for us, is an difficult task (at least for me).
My role in the process is to carry the shopping basked and put the groceries in the cart, so this frees me up to watch what’s happening. Our first stop was with the butcher. He and my mother are close friends.
She starts to talk about buying some beef. We walk over to the beef section of the butcher counter while he asks,
“How do you intend to use this beef?”
She talks about a couple of different dishes she is considering preparing, and they enter into a long discussion about different cuts, which might be better for what she is preparing, he also gives her some ideas for variations in how we might prepare the cuts of beef we are thinking of.
As I listened and watched, I realized I was watching one of the best consultative sales calls I had ever been on. He even got her to think differently on a couple of things, challenging her, by suggesting some alternative methods of preparing the beef for one of the dishes she was thinking of.