Consultative selling examples selling skills closing 239. Selling the way your customer wants to buynot the way you like to sellis what you will discover in this breakthrough book. Aug 24, 2014 consultative selling is a needsatisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem re slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. As in this template, the frame has covered a strategic consultative selling model to make the process easy for you. They usually start by sitting down and asking a series of questions about the clients history, then a more specific series of questions about the current problem. The consultative sales process is basically focused on the experience that the target customer feels during the interaction process.
The first section discusses the advantages of consultative selling and explores the concepts of blue oceans. A consultative selling approach means a sales person takes time to ask questions, understand the needs of the client, and provide solutions for their needs. Consultative selling and examples sales pro central. Follow these 5 tips to get the best sales out of your customers. This model may apply to many different sales job titles. If you continue browsing the site, you agree to the use of cookies on this website. Apply consultative selling techniques to any product or service, in any industryand calculate the value added by your consultative approach offering the same great features that have accelerated sales professionals careers since its original publication, this brand new edition of consultative selling gives you the tools youll need to. With this method, you have indepth discussions with your client before positioning products. Salespeople are taught to maintain control of the sales process in order to make the sale. Browse consultative selling and examples content selected by the sales pro central community. Download it once and read it on your kindle device, pc, phones or tablets.
One of the best ways to obtain that valuable information is by asking what i refer to as umbrella questions. And, theyre so effective youll want to continue to use them for a lifetime. Through role play and the consultative selling business simulation, participants practice these skills before taking them into the field. These are the techniques of productoriented, or vendor, selling. With these approaches in your arsenal, youll be well equipped to handle even the toughest sales conversations. Active listening consultative salespeople enhance mutual understanding in communicating with others by expressing genuine. Consultative selling is all about uncovering information from the customer that they wouldnt normally share with you. This consultative selling training course will provide those that attend with a tool box of effective business to business selling techniques. Below are eight sales exercises to improve your consultative selling skills. In consultative selling, the sales professional learns about customer needs before talking about a product or solution. Written by erica stritch vice president, rain group. Jun 25, 2019 consultative selling techniques are based on the methods used by professional consultants.
Win business faster with consultative selling techniques. The consultative sales process is primarily focused on the experience that the potential. The power of consultative selling bryce webster gold pdf catalog. Since the term was coined in 1970, consultative selling has been the most widely acceptedand pursuedsales approach.
This isnt always the easiest path for sales leaders and their teams, but the results can be remarkable. A consultative selling approach is key to running a welloiled sales team. Traditional sales methods typically revolve around salespeople highlighting the benefits of products and services without considering prospects. Consultative selling process management study guide. Mar 26, 20 sales why consultative selling doesnt work forget becoming a trusted adviser. Consultative selling is a way of selling that puts the customers needs. For the following forty years, advice for how to sell had mostly been a variation on the consultative selling theme. What are the tools, techniques, and skills needed for a salesperson to become a top consultative sales performer. The details pertaining to uhuru, our prospective client, and even the outcome of the process should be of little concern to you.
Lawyers and consultants have always been selling their services by consulting. Are you tired of wasting money on sales training courses, seminars, books and cds that dont produce any increase in your salespeoples sales. Since the term was coined in 1970, consultative selling has been the most widely acceptedand pursued sales approach. Consultative selling skills ebook harrison consulting 2014. A stepbystep guide to achieving top sales performance. Sales why consultative selling doesnt work forget becoming a trusted adviser. Subscribe to the following sales pro central newsletters. Network with stakeholders to stay current on their strategic business needs. With inbound sales, the goal of sales is to sell what you create. Top content on consultative selling and examples as selected by the sales pro central community. The training program outline is up to date and pertinent to marketplace requirements, thus catering well to all analytical prediction of. Such skills are foreign to the professional visitor who applies standard techniques to opening, presenting, handling objections and closing calls.
Richard is the author of unleashing the power of consultative selling and has a proven track record in the development of pioneering techniques when he literally rewrote and created a new sales methodology sales mapping the process of connecting the dots and winning customers for life. Consultative selling is a recent development in sales practices that gives better and properly designed techniques and strategies. Sales and management toolbox au page 3 1 introduction to be effective and successful today sales people need highly developed consultative selling skills. Unleashing the power of consultative selling, by richard. Consultative selling techniques are based on the methods used by professional consultants. The six critical skills fuel and support the framework, helping sales professionals leverage their technical excellence and use every.
What are the tools, techniques, and skills needed for. The hanan formula for highmargin sales at high levels, 7th edition by mack hanan is mainly targeting sales representatives to provide a specific and consistently successful approach and techniques for better sales. Here are some characteristics of what a salesperson does that makes their way of selling more of a product selling approach. The consultative selling framework explored in the consultative sales training program gives sales professionals a consistent, repeatable process to more effectively execute their sales conversations. The training program outline is up to date and pertinent to marketplace requirements, thus catering well to all analytical prediction of training needs in the specified area. The art of consultative selling in it provides a practical framework for becoming a successful consultative seller and shows how to use the blue ocean strategy to identify opportunities in areas where there is no competition. What is not consultative selling before we look at what you can do to be a consultative salesperson, we want to start with looking at what most salespeople do and that is what we will call product selling. What has changed since the introduction of consultative selling. One of the best ways to obtain that valuable information is by asking what i refer to as umbrella questions designed to get the customer or prospect to elaborate on important issues, umbrella questions can be used on every sales call because they work in any selling. Consultative selling training course for improving. Use features like bookmarks, note taking and highlighting while reading consultative selling. A mix of understanding, shaping, and redefining need, crafting compelling solutions to address the need, and communicating maximum impact for the buyer core consultative selling. The hanan formula for highmargin sales at high levels. While many of us have been trained in various methods or processes of selling, relatively few of us have.
These 20 selling tips and techniques are proven to help you in all areas of your sales strategy, including prospecting, communicating value, creating urgency, closing the sale, and expanding with existing customers. Consultative selling definition marketing dictionary mba. Selling like its 1987 or even 2007 doesnt work like it used to. We created this resource to provide an insight into what we believe is a highly effective consultation process. Apr 28, 2009 consultative selling is all about uncovering information from the customer that they wouldnt normally share with you. May 02, 2018 the consultative selling approach is powerful, results in sales, and can build longterm relationships, says wilson. Learn the consultative selling sales approach brian tracy. Consultative selling has been the new buzz word doing rounds in marketing and sales circles. Consultative selling presentation linkedin slideshare.
Jaideep prabhu for his useful comments on an earlier version. Consultative sales is a selling method in which the salesperson spends time with the customer to understand the problem the customer is trying to solve and then recommends a solution that will. Consultative selling made its appearance in the 1970s and, since then, has gained popularity in just about every industry and service. This will include templates for writing sales letters, buying facilitation, coldcalling techniques and other. This kind of blue ocean selling increases sales wins while decreasing price pressure.
To be effective and successful today sales people need highly developed consultative selling skills. What is consultative selling and how to be a consultative. Another example is the use of the cloud for file sharing. Four sales coaching tips to boost consultative selling skills. The following are examples of consultative selling. Consultative selling is one of the most powerful selling techniques jansan distributors and account reps have available to market their products and services. The hanan formula for highmargin sales at high levels kindle edition by hanan, mack. Joe had recently been named the worlds greatest salesman. The consultative sales approach ask these discovery questions for sales success. According to michael wilson, vice president of marketing for afflink, consultative selling can be defined as. Sometimes this is also referred to as solutionbased selling. This course will explore different sales and marketing techniques, and will provide learners with more tools and ideas to maximise individual and team sales. Input your email to sign up, or if you already have an account, log in here.
Are you tired of wasting money on sales training courses, seminars, books and cds that dont produce any increase in your salespeoples sales do you have salespeople who show some flashes of ability, but need more training to enable them to consistently make their numbers. Is your sales force up on webbased, 21st century selling methods. Eight sales exercises to improve your consultative selling. In fact, along with customized solutions, which is covered in the next section, and an interactive conversation, these three essences are often what makes consultative selling what it is, according to consultative sales training articles. The ideas, methods and techniques presented are so easy to apply you can start using them today. Eight sales exercises to improve your consultative selling skills. Is your marketing being ignored despite investment of time and money. However, this has now been recognized as an important attitude and orientation that every salesman, all business managers and organizations need to possess. Principles of consultative selling ohio university innovation center june 16, 2011 slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. New white paper the future of consultative selling. Consultative sales training people will demonstrate the value of asking questions in this type of sales method. In the second section, the author defines the consultative selling framework csf. It is a myth that consultative selling is a sales technique that is only appropriate for the longer term or complexsolution selling environment.
There are certain skills you must posses when using a consultative sales approach. Rather than just promoting an existing product, the salesperson focuses on the customers pains and addresses the issue with his or her offerings. Consultative selling is a very customeroriented approach to selling that explodes the stereotypical hardsell approach of the. The consultative sales process is most especially not about you. Call it what you will, however, the most critical phase of personal selling is rapport. Learn these consultative selling techniques and tips in order to help your prospects with what they require. Consultative selling is about how the sale occurs rather than about what is being sold or whether the target is a current customer or a prospect. Its not about proving that your product or service is the best, its about finding the solution thats right for the customer. Tips for it staffing sales professionals to learn to adopt consultative selling skills, techniques. Consultative selling training programs drive maximum impact. Consultative selling focuses on value and it is held more important than price which doesnt happen in case of transactional selling.
This is often known as the consultative sales process, and it can make all the difference in the world to you, your business, and your customers. The author explains how you can use consultative selling techniques to create your own blue oceans of unknown market space, where opportunities for growth are both rapid and profitable. What we want you to focus on is the consultative selling process. Consultative selling helps cpas bring clients into the financial planning process through effective questioning techniques that help them communicate their goals. The 6 principles of consultative selling open to export. Lessons learned from consultative selling book mohamed sami. Rather than telling your prospects what they need, consultative selling is an investigative approach by which prospects are. The 6 principles of consultative selling while consultative selling has become a very familiar concept to most in the selling profession, it is still frequently listed as one of the behavioural changes that many sales leaders would like to instil their sales teams. This book will give you the techniques to get the results you want. Sellers need a process and skills to demonstrate their natural styles, not a rigid set of steps of manipulative tactics that. An engaging consultative sales training course with practical exercises to develop your sales skills with consultative selling techniques for b2b services. Below are the core steps to the personal selling model. This will include templates for writing sales letters, buying facilitation, coldcalling techniques and other techniques proven by research to create profits. Unleashing the power of consultative selling pdf book.
Adhering to the consultative selling process improves the sales professionals ability to resolve objections and position relevant solutions to advance the sale. Consultative selling is a very customer oriented approach to selling that explodes the stereotypical hardsell approach of the. Consultative selling is a needsatisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem re slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Consultative selling is an approach to sales whereby sellers redefine reality and maximize buyer value through.
To me, the difference between a traditional sales process and a consultative one looks a bit like the difference between a doctor and a therapist. The hanan formula for highmargin sales at high levels, 7th edition by mack hanan is mainly targeting sales representatives to provide a specific and consistently successful approach and techniques for better sales i read the book and i found that it very helpful and useful for sales representatives. For the greatest impact, the programme is divided into two stages. In consultative selling it is important that you know exactly who your customer is and how to identify their needs and wants. Build relationships with all stakeholders involved in decision making. If you fancy the concept of mastering consultative selling, then i probably dont need to spend too much time spouting the benefits of using consultative selling. Advice is the result of a process known as consulting. How to master the art and science of consultative selling. Sellers using old sellerfocused opportunity management methods and. They usually start by sitting down and asking a series of questions about the clients history, then a more specific series of. Read the future of consultative selling and find out whats working today and what will work in the future. Wherever a company aims to sell a bundled solution or set of services, consultative selling works regardless of an individuals experience or the industry they are selling to. Please note that facebook comments are posted through facebook and cannot be approved, edited or declined by.