If you continue browsing the site, you agree to the use of cookies on this website. An engaging consultative sales training course with practical exercises to develop your sales skills with consultative selling techniques for b2b services. Consultative selling is about effective communication, asking questions, finding the results. To me, the difference between consultative selling and traditional sales is a bit like the difference between a therapist and a doctor. Pdf developing loyal customers with a valueadding sales. Consultative selling is a sales approach that puts the focus on the buyers needs and experiences over the product a company is selling. Consumers, clients everyone prefer to be informed and involved rather than sold anything. Its about the how you find ways to provide your leads with value and make it all about them. Popular consultative selling books showing 16 of 6 integrity selling for the 21st century.
Barry lavalley, csp the psychology of selling definition sales representative. Lessons learned from consultative selling book mohamed sami. The consultative approach, when properly executed, often unearths a great deal of information about the prospects desires which makes it easy for the. Question for reflection what is the value to your organization both the department. The details pertaining to uhuru, our prospective client, and even the outcome of the process should be of little concern to you. Your consultative selling master guide menemsha group. How to reason from first principles with consultative selling. Discover how consultative selling can increase your business and establish you as an expert. The sustainable results of the hundreds of fortune 500 corporations that endorse consultative selling have made traditional benefitandfeatures selling obsolete.
In the solution based selling model, the salesperson spends time with a client to understand the primary problem they are trying to address and then recommends an appropriate set of solutions to solve it. Apart from the traditional sales approach, a new way of selling called as consultative selling has gained ground in the past two decades. The hanan formula for highmargin sales at high levels kindle edition by hanan, mack. Consultative selling doesnt mean what most people think it means. Below are eight sales exercises to improve your consultative selling skills. Consultative selling sales training seminar rain group. The consultative sales process is primarily focused on the experience that the potential customer the lead feels and sees during their interactions with you. Hanans approach transforms the sales process from a tradeoff of productperformanceforprice to one of improved customer profit and margins.
Ron willingham shelved 1 time as consultativeselling avg rating 3. The question, answer and listening phase of your consultative selling approach should already have uncovered many of these points. The 6 principles of a consultative sales process hubspot blog. Define consultative selling and explain why it is crucial to creating value and winning business. The psychology of selling in this section well look at the various ways in which humans influence each other, and therefore how.
Consultative selling training at tlsa is endorsed by the ism and offers a powerful approach to managing sales, building relationships and creating competitive advantage. The 6 principles of consultative selling open to export. How to market products with consultative selling dummies. It isnt about being soft, or about not really selling. If youre not sure, ask some customers why they buy from you. Pp211a personal selling and sales management quiz 1.
Over the years, i have adopted what i consider to be a consultative approach to selling. Consultative selling flashcards and study sets quizlet. 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. In this blog i share with you ideas to accelerate the learning curve for adopting consultative selling skills and master consultative selling. Its called consultative selling because we conduct a series of consultations to determine whether or not we would benefit from working with one another. Providing a highly specific and consistently successful approach to sales, this revised edition is packed with new, more advanced strategies and techniques for applying consultative selling, including. The acronym bant stands for budget, authority, need, and timeline.
Consultative selling is about getting an indebt understanding of the problem and then creating an intelligent, effective and creative solution. A salesperson who practices consultative selling develops a holistic and nuanced understanding of the buyers needs, and then they try to fulfill those needs with a. 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. Gather information and decide how to approach the prospect. This is a recording of our webinar that we hosted titled what is consultative selling and how to be a consultative salesperson. Taking notes will free the customer to talk about their problems.
Specifically in the telecommunications industrythere is nothing you sell into that space,no product, no service, no special package,that your competitors dont sell, cant sell,or wont sell. Consultative selling made its appearance in the 1970s and, since then, has gained popularity in just about every industry and service. Selling the way your customer wants to buynot the way you like to sellis what you will discover in this breakthrough book. Consultative selling is a customerfocused approach to professional sales.
Jun 20, 2011 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. Consultative selling training course for improving. In good company, you have seen an informal approach in action. This model may apply to many different sales job titles. Consultative selling refers to a sales approach and an attitude of the salesmen who do not try to sell their companys product or service to the customers. Foundations of consultative selling fills this gap and gives your team the core consultative selling skills they need to develop relationships, uncover needs, craft compelling solutions, and inspire buyers with new ideas and insights. The consultative approach, when properly executed, often unearths a great deal of information about the prospects desires which makes it easy for the salesperson to take. Consultative selling frequently works handinhand with valueadded selling, an approach in which a salesperson presents customerspecific benefits related to their product or service. Oct 15, 2015 the consultative approach is actually a method used by many sales professionals and is also referred to as solution based selling. Lessons learned from consultative selling book january 1, 2018 november 10, 2018 mohamed sami the consultative selling. A consultative sales approach is key to running a welloiled sales team. 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. Its about selling effectively, and it is about shifting the decisioncriteria from price to cost. The outcome of employing a consultative sales approach is greater satisfaction and stronger relationships between the buyer and seller.
The consultative selling framework provides sellers with a consistent, repeatable process to more effectively execute their sales conversations. Use features like bookmarks, note taking and highlighting while reading consultative selling. What is consultative selling and how to be a consultative. 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. What percentage of chief executive officers in the 1,000 largest u. Approach search for and qualify prospects start of the selling process. Consultative selling and examples sales pro central. Consultative selling training program learning objectives. 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 all about uncovering information from the customer that they wouldnt normally share with you. Competing in the world of selling today means understanding the changing world of your buyers and adjusting your sales approach accordingly. Here are some characteristics of what a salesperson does that makes their way of selling more of a product selling approach. Consultative selling is a more complex, longterm process involving collaboration of both buyer and seller, in which the latter must first develop an understanding of. A salesperson who practices consultative selling develops a holistic and nuanced understanding of the buyers needs, and then they try to fulfill those needs with a customized solution.
The consultative selling skills training program improves your teams performance by training sales professionals to. Learn the consultative selling sales approach brian tracy. Am i looking at a consultative salesperson or a peddler. If you approach selling to your customers in this manner, then what are the most common benefits of your product or service to them. Pdf the consultative services of businesstobusiness salespeople are becoming. The consultative approach, when properly executed, often unearths a great deal of information about the prospects desires which makes it easy for the salesperson to take those desires and match them up with. While you may understand the benefits of consultative selling, you may not understand the seven consultative selling skills to master, how to improve your consultative selling skills, or you may simply be seeking strong examples to help you understand the concepts as you prepare to use the consultative selling approach. Consultative selling skills course professional development.
Use features like bookmarks, note taking and highlighting while reading relationship selling. Weve abandoned the traditional sales pitch approach in favor of a process where we work cooperatively with potential clients to see if were a good fit. What we want you to focus on is the consultative selling process. Active listening consultative salespeople enhance mutual understanding in communicating with others by expressing genuine. What are the tools, techniques, and skills needed for. Thats why selling in to telecommunicationsrequires consultative selling. Jan 01, 2018 lessons learned from consultative selling book january 1, 2018 november 10, 2018 mohamed sami the consultative selling. Some salespeople go so far as to call it a sales philosophy for its unwavering commitment to developing a holistic understanding of the customers needs, providing value and finding a customized solution.
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. The old ibmpioneered approach is still relevant today as a framework for qualifying leads. How to reason from first principles with consultative. The result is a more effective way to sell todays complex products and services. Consultative selling involves providing information and insights that help your customers achieve their goals for budget, performance, and so much more. Consultative selling training programs drive maximum impact. Eight sales exercises to improve your consultative selling skills. The fine art of consultative sales kindle edition by uchil phd, atul. The essential sales manual for consultants and other trusted advisers.
The strategy of instructing a consultative sales model has been around. Most sellers say they apply a consultative sales approach. 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. Instilling 2lst century selling skills, given that the web has changed everything. What has changed since the introduction of consultative selling. The hanan formula for highmargin sales at high levels. Pp2a stages and objectives of the personal selling process 1. Widely used in multinational organisations, consultative selling is adopted by sales professionals who want to increase their closing rate, boost profitablity, and improve longterm customer relationships we offer this consultative selling skills course as a tailored, incompany inhouse workshop. This book will give you the techniques to get the results you want. Choose from 54 different sets of consultative selling flashcards on quizlet. If youre asking if consultative selling is obsolete, the answer is no. We propose the following new definition for consultative selling in our white paper the future of consultative selling. Nov 20, 2018 consultative selling frequently works handinhand with valueadded selling, an approach in which a salesperson presents customerspecific benefits related to their product or service.
Sometimes this is also referred to as solutionbased selling. Oct 20, 2016 this is a recording of our webinar that we hosted titled what is consultative selling and how to be a consultative salesperson. Richardsons accelerate tm platform uses videobased scenarios to bring sales professionals from good to great. The power of consultative selling bryce webster gold pdf catalog. Eight sales exercises to improve your consultative selling. The future of consultative selling lies not only in redefining the need, but also redefining the impact of the solution. Caliper competency library consultative selling transforming. It takes far more than great productto gain competitive advantage. Learn consultative selling with free interactive flashcards. With inbound sales, the goal of sales is to sell what you create. Does he know enough about his, and his competitions product that i can trust him. 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. We created this resource to provide an insight into what we believe is a highly effective consultation process. How to sell the way people want to buy hardcover by.
Take the next step and download our free ebook, your guide to mastering consultative selling. Six stages for better consultative selling published on. Consultative selling is a philosophy rooted in building a relationship between you and your prospects. If you take the techniques found in this book and apply them.
Joe takes a different the consultative selling approach when customers enter the dealership. The consultative sales approach ask these discovery questions for sales success. The gap, when it comes to consultative selling skills, is clear. Consultative selling techniques are based on the methods used by professional consultants. Consultative selling is an approach to sales whereby sellers redefine reality and maximize buyer value through. Consultative selling is an investigative approach to sales. The video below is used in our consultative selling training program to demonstrate how to overcome sales objections with a consultative approach. Discusses consultative selling techniques and introduces how to develop sales producing profit improvement proposals pip. Download our free ebook, the ultimate it staffing training solution. Here, we look at the three ways in which sales professionals can reason from first principles by adopting a consultative selling approach. Sales and management toolbox au page 7 if you have seen the movie. Download it once and read it on your kindle device, pc, phones or tablets. The consultative sales process is most especially not about you.
1359 854 1474 858 651 1269 94 585 74 353 848 1654 1056 498 498 732 1065 1475 1011 957 1620 291 553 520 1072 680 224 1081 1222 553 329 1315 304 167 457 205 657 686 633