consultative selling

The document provides tips for advanced selling skills, including connecting with customers on a personal level, identifying their problems and quantifying potential gains, demonstrating how solutions can increase profits, and closing the sale. It also discusses strategies for business networking on social media and remembering customers to build incentives. The key principles are focusing on customer needs and goals, developing a specific value proposition, and assuming the customer will want to buy if presented well.

The document discusses strategies for handling objections in sales. It identifies six common triggers for objections, including reciprocity, commitment, liking, authority, proof, and scarcity. It then outlines the LACE model for objection handling - listening, accepting, commenting, and taking explicit action. Various techniques are presented, such as tipping the bucket, objection chunking, using conditional clauses, curiosity, and reframing situations. The goal is to understand objections, reduce risk, and still provide opportunities to make the sale.

The document provides tips and strategies for improving sales skills, including using positive language to build rapport with customers, remembering names, developing creative sales pitches, and using visual aids in presentations. It also discusses the Patterson Principle of Selling, a four-step sales process involving identifying customer problems, proposing solutions, demonstrating value, and closing the sale.

This document discusses dos and don'ts for handling sales objections. It identifies the most common objections like price, trust, and fear of change. It recommends listening to objections, validating problems, and answering objections by demonstrating features, comparing products, and stressing quality over price. Salespeople should avoid arguing, pressuring, losing temper, or talking too much. They should remain patient, knowledgeable, and make customers feel heard. Objections are beneficial as they reveal customer needs and help improve products.

The document provides guidance on key concepts for salespeople, including defining selling as a process to bring about desired changes in customer behavior using needs-based techniques. It discusses the salesperson's role in disturbing complacency and uncovering dissatisfaction to offer solutions. It also covers understanding customers' motivations, building rapport, asking open-ended questions, handling objections, and using trial closes to have customers consider if a product meets their needs, interests, and budget. The overall message is that sales is about understanding customers and helping products meet their needs.

The document provides guidance on planning and executing effective sales techniques. It recommends planning mass awareness programs and one-to-one sales by calculating the number of sessions and households that can be covered each day. It also outlines the components of a successful sales call, including preparation, introduction, discovery, demonstration, convincing the customer, and closing the sale. After-sales activities like updating records and providing customer service are also discussed.

SPIN selling is a consultative sales methodology that focuses on asking questions to understand a customer's situation, problems, implications, and needs in order to develop tailored solutions. It is based on research with over 35,000 sales calls and has been adopted by 90% of Fortune 500 companies. The SPIN methodology structures sales calls around asking targeted questions to uncover customer needs rather than describing products. Effective SPIN selling helps salespeople understand customer problems at a deeper level to build value for solutions and increase sales.

The document contrasts product selling with consultative selling. Product selling focuses on talking about the product and company, assumes every prospect needs the product, and tries to overcome objections. Consultative selling focuses on understanding the prospect's needs, asks questions to determine fit, has the prospect do most of the talking, and tries to deflect rather than overcome objections. While consultative selling may seem more difficult, it can lead to better quality leads and easier closes by addressing the prospect's specific problems and needs.

This document provides an overview of effective selling skills for selling CORIAN countertop surfaces. It discusses market research showing high awareness but a large gap between preference for CORIAN and actual purchases. The seven steps of successful selling are outlined as prospecting, building rapport, identifying needs, presenting solutions, overcoming objections, getting commitment, and follow up. Specific techniques for each step are described, such as asking questions to identify customer needs and presenting the features and benefits of CORIAN. The document also provides responses to handle common objections like price concerns.

The document provides guidance on effective sales questioning strategies to move prospects through the sales process and close deals. It outlines 6 categories of questions to move from initial contact to closing the sale. These include questions to build rapport, understand the prospect's needs, identify obstacles, verify the right presentation, move towards the next step, and formalize the decision. Key recommendations are to ask open-ended questions, listen more than talk, understand the prospect's perspective, and focus on gathering information rather than pushing for the close.

Are sales objections stopping you in your tracks? Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything? Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections. Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps

This document provides tips and techniques for effective selling. It discusses understanding the customer's individual purchase process and needs. Key aspects of the sales process include preparing by researching the customer and product, presenting the value proposition to solve the customer's needs, handling objections, negotiating, and following up. Important elements are listening to the customer, controlling the flow of the presentation, asking for the order, and providing excellent customer service after the sale. Common mistakes include not listening, not asking for the order, and neglecting existing customers.