SMART Sales System - Module 2: Consultative Selling

1. Chapter 3 – Consultative Selling

2. Module 1: Introduction to SMART (Chapters 1 - 2) Module 2: Consultative Selling (Chapters 3) Module 3: Building Your Consultative Sales Message (Chapters 4 - 9) Module 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses (Chapters 10 - 15) Module 5: Managing the Sales Process (Chapter 16) Module 6: Cold Calling (Chapter 17) Module 7: Email Prospecting (Chapter 18) Module 8: Voicemail Strategy (Chapter 19) Module 9: Getting into New Accounts (Chapter 20) Module 10: Dealing with Objections (Chapter 21) Module 11: Getting Around Gatekeepers (Chapter 22) Module 12: Qualifying the Prospect (Chapter 23) Module 13: Closing (Chapter 24) Module 14: Networking (Chapter 25) Module 15: Prospecting on LinkedIn (Chapter 26) Module 16: Improving Mental Strength (Chapter 27)

3. What is Consultative Selling? Product Selling • Focuses on talking about the product • “All about me” approach • Assumes that every prospect needs the product • Tries to sell the product to every prospect • Focuses on selling products to prospects • Tries to sell the product at every sales process step • Salesperson does most of the talking • Pitch centers around explanations and descriptions • Talks about the product to try to make the prospect interested • Focuses on the salesperson’s interests • Tries to overcome objections Consultative Selling

4. Hi [Prospect Name], I am a Senior Account Manager with [Company Name]. We provide: • [Product 1] • [Product 2] • [Product 3] I am reaching out to see if you need what I sell. Can I schedule a 20 to 30-minute meeting with you to try to get you to buy what I sell. Best Regards, XXX XXX XXXXXX

5. What is the problem with product selling?

6. Prospects Get Sold to a Lot

7. Don’t Sound Like a Salesperson

8. Focus on the Prospect’s Interests

9. The Best Salesperson Asks the Best Questions

10. Prospects Are Likely Not in Buying Mode

11. Don’t Sell the Product, Sell the Meeting INTERACTION CONVERSATION EXPLANATION

12. Understandable to Use Product Selling

13. Aligns with Our Natural Instincts

14. It is How Salespeople are Trained

15. Benefits Product Selling Product Company Features Functionality What we say when talking with prospects Very inward focused – me, my product, my company • Foundation of knowledge • Focus of training • Wealth of experience • Where we have interest • What leads to us getting paid • Introductions • Cold calls • Emails • Networking • Company website • Social media • Presentations

16. Product Selling is Easier

17. What is Consultative Selling? Product Selling • Focuses on talking about the product • “All about me” approach • Assumes that every prospect needs the product • Tries to sell the product to every prospect • Focuses on selling products to prospects • Tries to sell the product at every sales process step • Salesperson does most of the talking • Pitch centers around explanations and descriptions • Talks about the product to try to make the prospect interested • Focuses on the salesperson’s interests • Tries to overcome objections Consultative Selling • Focuses on talking about the prospect • “All about the prospect” approach • Questions if the prospect needs the product • Tries to find prospects that are a good fit • Focused on providing solutions to prospect’s needs • Trying to sell the next step in the sales process • Prospect does most or equal amount of talking • Pitch centers around probing sales questions • Talks about benefits, problems, ROI, client examples to make prospect interested • Focuses on the prospect’s interests • Tries to deflect objections

18. Product Selling Consultative Selling Company Product Features Benefits Goal: Get Customers Value Pain Points Questions Product Company Name Drop Goal: Starting Conversations / Next Step in Process

19. INTERACTION CONVERSATION EXPLANATION PURCHASE Product Selling Consultative Selling

20. Consultative Selling May Appear More Difficult • It is easier to talk about the product • Difficult to know what questions to ask • Can be difficult to know what benefits to talk about • Can be unclear what pain points to look for • Trigger less guardedness • Face less objections • Experience less rejection • Better quality leads • Closing will be easier • Can create a sales message More Difficult? Or Is It Easier?

21. Example

22. Module 1: Introduction to SMART (Chapters 1 - 2) Module 2: Consultative Selling (Chapters 3) Module 3: Building Your Consultative Sales Message (Chapters 4 - 9) Module 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses (Chapters 10 - 15) Module 5: Managing the Sales Process (Chapter 16) Module 6: Cold Calling (Chapter 17) Module 7: Email Prospecting (Chapter 18) Module 8: Voicemail Strategy (Chapter 19) Module 9: Getting into New Accounts (Chapter 20) Module 10: Dealing with Objections (Chapter 21) Module 11: Getting Around Gatekeepers (Chapter 22) Module 12: Qualifying the Prospect (Chapter 23) Module 13: Closing (Chapter 24) Module 14: Networking (Chapter 25) Module 15: Prospecting on LinkedIn (Chapter 26) Module 16: Improving Mental Strength (Chapter 27)

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25. SMART Sales System S M A R T ales essaging nd esponse actics

26. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3

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SMART Sales System - Module 2: Consultative Selling

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SMART Sales System - Module 2: Consultative Selling