SMART Sales System - Module 2: Consultative SellingSalesScripter
The document outlines the modules and chapters of a sales training program. Module 2 focuses on consultative selling and differentiates it from product selling. Consultative selling focuses on understanding the prospect's needs and pain points rather than talking about features and benefits of the product. It involves asking questions, listening to understand the prospect, and finding solutions that fit their situation rather than trying to sell the product.
This document provides tips for improving mental strength in sales. It discusses decreasing self-doubt by focusing on the external and internal environments that can influence mindset. Tips include becoming more prepared with call scripts, viewing yourself as a helper rather than taker, using positive affirmations, and compartmentalizing time by focusing on one task at a time. It also recommends establishing daily routines, creating achievable targets, and tracking progress to maintain mental strength.
This document discusses consultative selling and provides advice for salespeople. It emphasizes understanding the client's needs, building trust through active listening, and focusing on the client's goals rather than just making the sale. The document also highlights the importance of overcoming objections, generating referrals, and viewing clients as long-term business partners rather than one-time transactions.
SMART Sales System - Module 1: IntroductionSalesScripter
The document introduces the SMART sales system, which stands for Sales Messaging and Response Tactics. It is designed to teach salespeople how to have more effective interactions with prospects through the use of scripts, sales messages, and sales processes and tactics. The system focuses on understanding prospects, not sounding like a salesperson, focusing on prospect interests, asking good questions, and selling meetings rather than products. It is organized into multiple modules that cover topics like consultative selling, building a sales message, scripts, objection handling, qualifying prospects, and closing.
SMART Sales System Webinar Series – Week 2SalesScripter
This document outlines a 15-week sales training webinar series based on a book. Each week focuses on a different sales-related topic from the book such as building a sales message, managing the sales process, cold calling, and closing. It also provides sales tools like call scripts, email templates, and objection responses. The document gives an overview of the chapters covered each week and what types of sales tactics, processes, and tips will be discussed like prospecting, qualifying leads, and networking.
This document provides an overview of the sales process from prospecting to follow up. It discusses the different types of salespeople and how to sell to different personality styles. The main stages covered are prospecting, qualifying leads, setting appointments, presenting to customers, handling objections, closing the sale, and following up. Important aspects of each stage like questioning techniques, different closing methods, and statistics on follow up efforts are also summarized. The overall message is that mastering each step of the sales cycle is key to success, and follow up is critical as most sales take multiple contacts to close.
This document discusses 4 ways to make sales conversations count. It identifies the two key skills needed as skill and will. The 4 success drivers that differentiate top performers are then discussed as integrated beliefs, goal transparency, initiative, and emotional intelligence. These drivers are explained in more detail, with integrated beliefs discussed as having confidence in your abilities and beliefs about what you do and offer. The document encourages attendees to think about how these drivers can be seen in action and provides information on an upcoming course and book on moving sales conversations forward.
Stuff we can learn from the Challenger Sales ProHans Demeyer
Studies show that Challenger sales are very successful in closing high value and more complex deals. What are some of the qualities we can learn and adopt to achieve that same level of success?
This document discusses strategies for turning leads into sales. It provides data showing that 74% of leads result in a presentation, 34% in a proposal, and 11% in a decision. It identifies the top factors for converting leads to revenue as quality of marketing, understanding customer needs, listening skills, value to price fit, and fit. It outlines steps for determining a customer's motivation or "energy for change" and using tools like the value star and solution boxes to address customer pains and motivations toward a solution. It stresses qualifying leads by assessing urgency, impact, and resources and setting "I-dates" for when a customer will commit to a decision. The overall message is that proactive selling requires understanding customer needs and motiv
10 Tips for How to Build More Rapport with Sales ProspectsSalesScripter
If people buy from people they like, all we have to do is get people to like us more, right? Well, how the heck do we do that if we are who we are.
Believe or not, there are actually some small things you can do to be more likable and we will outline those in our next webinar "10 Tips for How to Build More Rapport with Sales Prospects".
This document provides an overview of sales skills and techniques. It discusses key concepts like understanding customer needs and wants, identifying features and benefits, closing the sale, dealing with objections, and different types of customer motivations. The overall message is that to be successful in sales, one must understand customer psychology and motivations, build rapport, provide value by addressing needs and wants, and overcome objections by listening and responding effectively.
This document provides guidance for sales representatives on key aspects of the sales process. It discusses setting goals and developing skills like communication, product knowledge, and handling objections. It also outlines the sales process steps, from generating leads and preparing for meetings to interacting with customers, analyzing opportunities, negotiating, gaining commitment, and following up. Metrics like demos, visits, and reporting guidelines are reviewed. Developing the right attitude through persistence and time management is emphasized.
Consultative Sales Skills-Presented by Jeffrey MesquitaSCORE Atlanta
The document provides tips for surviving a sales slump, including maintaining a positive attitude, constantly monitoring changes in the market, taking time to evaluate your business and look for areas of improvement, and treating the slump as a learning experience. It also advises salespeople to focus on understanding customers' needs rather than just making sales, and to see opportunities in a market slowdown to strengthen relationships with clients.
SMART Sales System Webinar Series – Week 5SalesScripter
This document summarizes the key points from a chapter on cold calling from a sales training webinar series. It provides guidance on structuring an initial cold call contact, including stating the purpose of the call, qualifying the prospect by asking questions to identify pain points or issues, and determining if there is interest in learning more by sharing how the product or service addresses common challenges. The document outlines the steps and potential responses at each stage of an initial cold call.
This document provides guidance on closing techniques in sales. It discusses indirect and direct closing approaches. It emphasizes that closing should be easy if the sales process is followed correctly, including qualifying prospects, preparing for objections, and building rapport. It provides examples of trial closes, soft closes, and hard closes. It also discusses using compelling events to help close deals and offers strategies for when prospects seem disinterested or on the fence, such as using a "sales takeaway". Overall, the document stresses that following best practices for consultative selling and managing the sales process well makes closing the easiest step.
How to Manage a Sales Team Like a Championship Football CoachSalesScripter
Have you ever noticed that there are some football coaches that always seem to have to get the most out of the players that they have and find a way to be competitive year in and year out?
What if you could run your sales team like one of those elite sports coaches? If you could get the most out of each rep? If you could establish consistent results and wins?
You might think that you have to have some unique personality or skill in order to manage a sales team like a championship level coach but there are actually a lot of small things that you can do to take you in that direction and we will discuss that in these slides “How to Manage a Sales Team Like a Championship Football Coach”.
This document provides an overview of sales processes and strategies. It discusses key components of the sales process like identifying customer needs, presenting solutions to address those needs, handling objections, and ensuring proper follow up. It also outlines 12 golden principles of selling, such as listening to customers, linking features to benefits, appealing to emotions over logic, and maintaining professionalism. The document emphasizes understanding customers' perspectives to reduce their perceived risk in making a purchase.
Consultative selling has been popularized relatively recently in response to customers upset about pushy salespeople using the hard sell. Consultative selling is providing the products and services that best meets your customer's needs as opposed to using traditional pushy-selling tactics to get the sale by any means necessary.
This document provides guidance on effective sales meeting strategies based on observations from hundreds of sales meetings. It discusses how sales meetings have changed with increased information overload and time constraints. It identifies eight key factors that drive successful sales outcomes: technical problem solving, quantifying value, spontaneous interaction, professionalism, effective listening, urgency and respect for time, and references. The document provides tips in each of these areas, such as encouraging questions throughout the meeting, keeping presentations balanced and short, building rapport, and following up promptly.
The document discusses management mantras for building a successful team based on a movie. It outlines eight mantras: having a common goal; strong leadership that helps members realize their potential; providing motivation; maintaining a positive attitude; fostering team building where everyone achieves more together; strategic management to strategize goals; breaking down barriers to communication; and making the impossible possible by not quitting. The mantras emphasize teamwork, passion, utilizing skills, and commitment to transform a group of individuals into a winning team.
Consultative selling is a customer-centric sales approach that focuses on understanding customer needs and collaborating to find the best solution, rather than simply trying to make a sale. It involves taking responsibility to ensure the solution works for the customer through implementation support. The consultative selling process involves understanding the customer's business and problems, designing a customized solution, presenting the solution, and building a long-term relationship through ensuring product/service performance and quality after-sales service. Consultative selling requires thorough preparation, strong communication and problem-solving skills from salespeople.
The document traces the evolution of citizens and their expectations of the state through different eras - from antiquity where citizens expected the state to "let live" to today's era of "citizen consumers" where governments have evolved into service providers focused on creating positive citizen experiences. It discusses how the Singapore government has been a forerunner in developing citizen experiences through various agencies and initiatives related to areas like housing, environment, technology, energy, and transportation. However, it also notes there are ongoing conversations and not all public sentiments are positive, pointing to issues like heavy school bags and bullying in schools. It concludes by suggesting HCL and Microsoft can partner with the public sector to help address such issues through digital solutions and their product suites
The document discusses different communication styles that clients may have and how to best work with each style. It identifies four main styles: analytical, social, people pleaser, and commander. For each style, it provides tips on what that type of client wants and how to effectively communicate and work with them. The overall message is that understanding a client's communication style is key to providing good customer service, creating value, meeting their needs and retaining their business over time.
The document provides guidance on consultative/dialog sales calls with key components including pre-call planning, selling, product positioning, and follow up. It emphasizes gaining information about the customer, identifying their needs and motivations, determining the best time and approach for selling, and using questions like "why" to understand the customer and construct effective sales calls focused on the customer's needs and priorities like efficacy, safety, cost and convenience.
This document provides an introduction to consultative selling. It discusses generating interest and qualifying leads before discovering customer wants and needs. It contrasts push and pull selling approaches and explains why consultative selling builds trust and allows clients to enjoy the process. The document also outlines techniques for understanding customer motivation, performing a gap analysis, and using the GRIN approach to identify goals, reality, implications, and needs during the sales process. It emphasizes that salespeople should control conversations by asking open-ended questions.
This document discusses consultative selling skills for B2B relationships. It explains that consultative selling involves understanding a client's needs and finding solutions to meet those needs without pressure. The document outlines the four stages of consultative selling: research, investigation, solution, and commitment. It also notes that consultative selling works best for high-value purchases and focuses on building trust and understanding through identifying needs, considering options, and agreeing on a mutually beneficial solution.
The document discusses strategic selling techniques for achieving sales success in a constantly changing business environment. It covers identifying buying influences in complex sales, examining one's current position with an account, leveraging strengths and addressing potential red flags, managing the sales process to achieve a win-win outcome, creating an ideal customer profile, and prioritizing sales opportunities using a sales funnel. The overall message is that sales professionals need strategic planning and analysis of accounts to navigate complex sales and changing conditions.
Consultative selling is a need-satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.
The document outlines the principles of consultative selling. It discusses defining the client's problem and desired result, creating a unique selling proposition to address the gap, and presenting a proposed solution focused on delivering value. It also covers creating rapport with clients, using benefits over features to explain what matters to the client, and effectively handling objections.
Every sales manager knows that 80% of business comes from 20% of customers... than why is your company not on the right spot... is it so easy to lock-in a customer or to ward-off the competitors efforts to snatch away your key customers
1) Personal selling is most effective when selling complex, high-involvement products and services that require personal demonstrations. It is also useful when prices are negotiable and channels of distribution are short and direct.
2) The role of personal selling has evolved from simply order-taking to prospecting for new customers, solving customer problems, and determining customer needs.
3) Modern salespeople take on roles like surveying customers, mapping strategies, guiding customers through solutions, and driving customers to commit to solutions. Relationship building is also a key part of personal selling.
The document discusses various topics related to sales and business management. It provides guidance on developing customer relationships, understanding customer needs, selecting target customers, managing sales targets and time, and retaining existing customers. Some of the key points include selecting high-value customers according to volume, profitability, and strategic fit; understanding customer decision factors and pain points to develop offers; focusing time on high-priority accounts while maintaining relationships with others; and ensuring customer satisfaction to support retention and expansion. The overall message is on developing a strategic and customer-centric approach to sales.
This document provides an overview of personal selling. It defines personal selling as oral communication with potential buyers to make a sale. Personal selling is useful when a company is small, the market is concentrated, demonstration or customization is needed, or products are purchased frequently. The document outlines objectives, importance, principles, steps, keys to success, advantages, and disadvantages of personal selling. It concludes with definitions of personal selling from marketing organizations.
Personal selling involves one-on-one communication to sell products or services. It plays a dominant role in industrial firms but a smaller role in other firms. Personal selling differs from other promotions in allowing immediate feedback. When determining the role of personal selling, firms examine alternatives and their effectiveness and cost. Personal selling has evolved from simply providing offerings to collaborating with customers to create customized solutions. It is an important part of relationship marketing and integrated marketing communications.
Sales Myth Number 1 suggests that people don't actually get sold, they make purchasing decisions based on their own needs and preferences. Traditional sales approaches like powerpoint presentations, phone calls, and buying meals are often ineffective and seen as intrusive rather than helpful. For sales to be successful today, representatives must understand the customer's perspective and identify how to provide value, rather than simply trying to convince them to buy.
1. Selling focuses on the product and company needs, while marketing focuses on understanding customer needs.
2. Selling involves manufacturing a product first and then deciding how to sell it, while marketing involves understanding customer needs and wants to determine the best product.
3. Management in selling is sales-volume oriented and short-term focused, while management in marketing is profit-oriented and long-term focused on future growth.
Traditional selling process comprising of 7 steps is mentioned in this PPT. The difference between solution selling and Insight selling is brought to light. Referred Harvard Business Review and other leading Journals for making this PPT.
The document outlines 5 steps to get out of a sales slump: 1) Continue polite perseverance and don't give up after the first "no", 2) Establish personal relationships with customers, 3) Learn from mistakes instead of despairing and adapt your approach, 4) Avoid non-selling "alibi" tasks and focus on actual selling, 5) Don't blame external factors and instead focus on customers who can get you out of the slump through new sales or up-selling existing customers. Adapting your sales approach to understand each customer's unique motivations is key to overcoming obstacles and getting back on track to success.
Over the years, it has been proven that Sales is not for the faint of heart. Whether it’s selling a bottle of water, cloths at a store, and a new car to a newly promoted manager or a company, selling a house to a family or pitching a startup to investors etc. making that sale depends on the skill, appearance, confidence knowledge and enthusiasm of the salesperson. Quite frankly, not all of us have those characteristics in us. There is a saying that “salesmen are born, not taught”. Well, not exactly. Undoubtedly, there are natural talents, but can you can learn these characteristics and be just as successful? Yes you can!
A true quintessential salesperson has the following characteristics that they use consistently to succeed in achieving target sales
The document provides tips and advice for becoming a successful salesperson. It discusses the importance of listening to customers, asking questions to understand needs, translating features into benefits, promptly addressing objections or concerns, identifying closing signals, setting goals and plans, and using different closing techniques. The key habits of top salespeople are asking questions, probing for information, addressing negative attitudes, and identifying closing opportunities. Effective listening, building confidence, using questions, and overcoming objections are also emphasized.
The 7 Traits of Successful Sales HuntersSam Mitchell
Most sales reps are mediocre. Others know what it takes to get a leg up, and consistently outperform the crowd.
Which category do you fall into?
Discover the winning behaviors of successful sales reps in this presentation from Business Wise Insiders, your local networking and biz-dev ideas group for Atlanta, Charlotte, and Dallas-Fort Worth.
This document provides an overview of common sales mistakes and how to improve sales skills. It discusses 13 key skills and traits that are important for sales success: readiness, knowledge, rapport, prospecting, qualifying, presenting, closing, objections, customer service, administration, attitude, drive, and influencing. Some common mistakes include lack of readiness, knowledge, or proper rapport building skills among salespeople. High or low scores on these traits can also indicate issues. Regular skills assessment, training, and support can help salespeople improve.
This document provides tips for sales team managers to maximize return on investment from their sales teams. It recommends supplying salespeople with administrative assistants to allow them to focus solely on selling. This will boost productivity and results through more sales wins. It also suggests analyzing sales roles to minimize unpleasant tasks, providing all necessary tools upfront, fueling the sales cycle with new leads, and keeping salespeople focused on customers rather than administrative work. Hiring the right people with extensive networks and a proven track record of success is also key to optimizing performance.
This document provides guidance on how to be an effective salesperson. It discusses that salesmanship is an art of persuading others and helping customers achieve their goals by solving their problems. It then lists and describes 10 key qualities of top salespeople, which include being focused, outgoing, relationship-oriented, good listeners, ambitious, courageous, committed to continuous learning, prepared, and confident. Finally, it provides tips for being an effective salesperson, such as believing in your product, preparing a sales plan, targeting the right buyers, knowing your competitors, engaging customers where they are, paying attention to prospects, and using some humor in presentations.
This document outlines a nine-point sales strategy presented by Andrew Priestley. It discusses assessing sales skills through a tool called the Sales Profile. It then goes through nine questions that Priestley asks clients to better understand their sales environment, including what they sell, their target customers, the type of sales process, and their sales skills. The goal is to analyze a client's sales context and identify areas to improve performance and sales results.
This chapter aims to provide an understanding of closing sales and techniques for doing so successfully. It discusses concepts like obtaining agreement from the customer, timing the close based on customer readiness, looking for buying signals, and performing a trial close. It also covers general rules, specialized closing methods, and how to close in different contexts like business-to-business and retail. The document emphasizes maintaining a positive attitude after failed closes and preparing for future interactions. It stresses that success requires training, experience, and possessing mental characteristics like honesty, responsibility, courage, and enthusiasm.
Developing selling skills presented at lorache consulting lagosDaniel Chinagozi
Effective Selling Skills Presentation, during and in-house training For Lorache Consulting Lagos, Nigeria. Sharing on how to move from Transactional selling to Consultative selling
Why Salespeople Fail . . . and what you can do about it!Tom Mallens 📈 💯
The document discusses why salespeople fail and provides an overview of the Sandler Selling System as a better alternative to traditional selling approaches. It explains that most salespeople unknowingly follow the prospect's system rather than having their own effective system. The prospect's system is designed to turn the salesperson into an unpaid consultant who provides free information without any commitment to a sale. It also summarizes the key steps of the Sandler Selling System, which frames the sales call as a business meeting between equals and focuses on building rapport and understanding the prospect's needs rather than manipulative selling techniques.
The sales “closer” has an almost mythical reputation in the annals of business. Movies like Tin Men, Boiler Room, Door to Door and Wall Street show how the most successful at the craft of selling are also the most devious.
Discover how marketing can support the new sales model. While the hard-sell approach works in the movies, and perhaps in a bygone era, the days of the high-pressure closer are numbered. So how can you support a sales model that is based on guidance, coaching and education, and less on mastering high-pressure sales techniques?
Here are five suggestions:
- Give prospects what they want – not what you think they need.
- Give sales reps what they want.
- Make sure your messaging is crystal clear.
- Establish a firm set of expectations with your sales counterparts.
- Revisit your lead-to-revenue (L2R) model.
About Us:
Fusion Marketing Partners (FMP) is a B2B marketing agency that specializes in helping companies create powerful lead-to-revenue machines to turn around their stalled or under-performing marketing and sales operations and build value in their business. FMP’s strategic expertise and vigorous execution of proven tactics has quickly driven measurable improvements in awareness, leads and revenue for B2B clients across the U.S. and internationally.
The company was founded by principals with deep experience in B2B marketing, sales, business development, web marketing, and public relations — from successful startups to Silicon Valley giants.
To find out more, visit http://www.fusionmarketingpartners.com.
Option 1 marketing top tips and advice for multi level marketing successChrissemain1
Option 1 Marketing Certified tips provider. Everyone wants to get into shape but not everyone knows how to do it, this can be discouraging for the people who aren't sure what to do to get into shape. The best way to go about getting into shape and being fit is to learn as much as you can and applying that knowledge, use this article as a place to get started.
1. Salespeople need to have a plan for sales calls that involves preparing, researching accounts, and asking the right questions to understand needs and next steps.
2. During calls, salespeople should listen to objections fully, understand perspectives, and present solutions linked to identified needs.
3. It's important to have a process for handling customer complaints, as addressing issues provides an opportunity to improve and strengthen relationships.
The document provides a summary of a presentation on becoming a top salesperson. It outlines 7 qualities of top salespeople: being ambitious, courageous, committed, seeing oneself as a consultant, being prepared, engaging in continuous learning, and being responsible. It also provides 14 proven strategies for increasing sales, such as focusing on benefits rather than products, defining customers, developing a competitive advantage, using content/social media marketing, learning negotiation techniques, and keeping customers for life. The presentation aims to help those pursuing a career in sales or anyone who needs to sell themselves.
“Why do salespeople love sales tips and quotes so much? It’s probably because we believe in our own potential, our capacity to learn and grow. We’re constantly striving to conquer new sales challenges, close new deals, and shatter old records.” ~ Ken Krogue, InsideSales.com
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.
The document provides guidance on establishing an effective sales methodology for B2B SaaS companies. It summarizes the PUCCKA sales methodology advocated by Mark Suster, which stands for Pain, Unique Selling Proposition, Compelling Event, Champion, Key Players, and Aligned Purchasing Process. The document recommends developing a sales playbook, hiring two initial sales reps to learn from each other, and ensuring new reps' first 30 days are spent shadowing others and receiving training. The conclusion emphasizes that sales is key to a startup's success and that companies should implement a well-defined and adaptive methodology supported by tools like a CRM.
Selling 101 What Every Successful Sales Professional Needsd0466594
This document provides an overview of important skills and techniques for sales professionals. It discusses topics like finding prospects, dealing with call reluctance, using a four-step selling process of need analysis, need awareness, need solution and need satisfaction, and closing more sales. Specific skills emphasized include honesty, listening, asking questions, understanding customer needs, presenting benefits, and ensuring customer satisfaction after the sale. The document also includes advice from various sales experts and encourages role playing sales situations to practice skills.
Similar to Top 3 Reasons To Use Consultative Selling Skills (20)
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Top 3 Reasons To Use Consultative Selling Skills
1. www.iainswanstononline.com
boost sales, boost your bank balance
Top 3 Reasons to Use Consultative Selling
Skills
December 2, 2013 by Iain Swanston – www.iainswanstononline.com
Consultative Selling Skills are used by organizations in
many different industries to drive high end Business 2
Business sales, and whilst Consultative Selling is
undoubtedly difficult to get right, the rewards are high given
the typical values of the products & services involved. The
great advantage of Consultative Selling Skills is that the
fundamental principles can be used on any product or service
regardless of the value involved. Even a traditional
telephone sales call can be approached in a consultative
manner. This flexibility combined with the maturing of
sales organizations has resulted in a definite shift over the years by companies who had
previously been using a Transactional Sales Methodology, and who have moved, or at least
try to move, into a more Consultative Selling approach. Whilst there is no doubt
Consultative Selling can be extremely effective in driving sales for many Business 2 Business
sales organizations, other than the obvious financial gains, what are the main reasons we
should abandon our existing sales methodology for one which is difficult to implement and
challenging to perfect?
1)
Consultative Selling Skills put your Customer First
When I talk about Consultative Selling with clients I am always told they do this anyway, but
is this truly possible when sales people are at least part paid with some form of financial
compensation? Is this possible when sales people are chasing sales targets and under
pressure from sales management to hit their numbers? Given that marketing is not an exact
science, we inevitably end up with opportunities that may not be a “good fit” for our
business. Unless we can learn to recognize these early on in the sales process, we run the risk
of wasting our time on opportunities that will never close or possibly even worse, actually
selling to these people and ending up having to manage an unhappy customer. Draw up your
perfect customer profile and focus ruthlessly on finding those that fit rather than forcing a
fit. Consultative selling is client centered and includes a review of all the options open to the
client to solve a particular business issue in the best way possible for the client. This may
include reviewing your competition with the client, discussing the continuation of the status
quo or other options that do not involve you and your company. How often do we do this and
how objective are we? It’s really difficult to truly switch off the sales person inside us.