So often we hear about consultative selling. What does that really mean? Find out by getting a sneak peak of a process that might really work for you and your team?
The intention of this book was to give you some tips and ideas on how to sell more professionally and more consultative while keeping your pride in tact.
If you would like more of an instructional program. One that gives you, I have developed the Sales Success Kit. It is a step by step instruction manual that works through the process of selling step by step but the instructions are all given through stories. In addition to the actual playbook you will receive in the mail, there is a members-only web-site that has instructions, blogs, message boards, pod casts, newsletters and conference calls so you can really get the results you want.
I have developed the kit based on a football theme:
1st Quarter – Prospecting
Play 1 – Building Client Relationships: Personality Styles and Bonding
We will identify the characteristics of each personality style and how to best communicate with each different type of person, while still being aware of our own tendencies and personality traits. We will address how to become comfortable with the concept that everyone doesn’t like things presented the way we do. We will also develop an understanding of how to create a “bond” with our prospect, ultimately instilling a sense of trust.
Play 2 – Networking
Networking is a very powerful prospecting tool if done properly. Most people network without a goal or a plan. Here we will teach you to effectively use the proper skills to gain stronger relationships and begin to layout the plans to build your business through networking properly. You will learn how to identify where to network, how to get appointments from each function and how to effectively build your business through referrals by getting involved in your community.
Play 3 – Building Strategic Alliances
A strategic alliance is a relationship build with people in the community so you can purposefully help each other with introductions with specifically aligned referrals. In this section, we teach a process for maintaining a consistent flow of new business appointments and discovering how to build relationships early enough to be aware of prospects early on in their decision making process
Play 4 – Goal Setting and Tracking
Goals should not be set solely on revenue. Goals are also set by the activities that one sets and achieves daily, weekly and monthly.
The only way to be successful is to learn what works for each individual and to track those activities with results. We will teach how to do this successfully and consistently.
2nd Quarter – Pre-Qualification
Play 1 – Ground Rules – How to use
Determine how to set certain expectations and identify specific needs to better
prepare for upcoming sales calls and presentations.
Learn how to differentiate yourself from the competition, eliminate sales
resistance, and set the stage for a more consultative relationship.
Play 2 – Ground Rules- Where to use
This module will help to you use your ground rules properly in all different situations. To create the best consultative relationship the prospect needs to feel that they are not being pushed into buying. We will show you how to change that perception.
Play 3 – Pre-Qualification/Engagement Questions and Recap
Here, you will discover how to establish a “partnership” relationship, not a
“salesperson” relationship with your prospects before your appointment.
This pre-qualification can happen on the phone or in-person immediately before
the appointment happens. We will help in understanding how to begin your
evaluation process by determining if an organization is indeed a ‘prospect’
or a ‘suspect’ early on.
3rd Quarter – The Appointment
Play 1 – The Interview
Learn how to set expectations for each meeting to keep you in control of the conversation, including length, agenda, and the outcome of the appointment. In the interview sections, you will learn how to ask the right questions and improve your listening skills to discover what your prospect is truly looking for in a “partner.” Learn how to ask in-depth questions to uncover the real needs of potential clients by understanding the true “hot buttons” and why your prospects should choose you over your competition. You will learn how to develop and ask the right questions to uncover what the real issues are in order to customize your presentation.
Play 2 – Investment, If/Then, Decision Process
Discover how to determine the client’s budget early in the process by understanding how to sell on value, not on price, and eliminate discounting and “free consulting.” Uncover who will be involved in making the final decision and the necessary steps to ultimately getting to that point by understanding how the involved people make decisions. Ensure that you present appropriate and customized proposals by always having a complete awareness of what the customer is willing to spend.
4th Quarter – The Natural Close
Play 1 – Meeting Recap Email
. Learn how to summarize the interview in writing to ensure that you and your prospect are both on the same page and that you understand what really matters to them. Additionally, confirm what the clear next steps are that you both agreed upon.
Play 2 – Recommendation
In this module, you will learn how to properly summarize the information gathered, and review and “match” your prospect’s specific concerns (hot buttons) with customized solutions. We will begin to discuss the actual presentation in this module.
There are of course other pieces of the sales process we can review and will as we get comfortable with the foundation laid out above.
Based on these 5 steps:
- Pre-qualification /Engagement
- Appointment/Next Step
- Meeting Recap Email
- Recommendation (presentation)