The Joy of the Sale


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The Joy of the Sale

  1. 1. Joy of Sales Sales rep as the true business advisor
  2. 2. Consultative Selling Definition <ul><li>“ Consultative Selling is the sales method that supports complex buying decisions by providing expert guidance from trusted advisers.” </li></ul><ul><li>- Paul Johnson </li></ul>
  3. 3. Building on the fundamentals <ul><li>Personal Relationship and trust </li></ul><ul><li>Adapt language to that of the customer </li></ul><ul><li>Identify their business needs </li></ul><ul><li>Identify opportunities to maintain, up-sell, cross-sell and increase revenue </li></ul><ul><li>Illustrate value to the customer </li></ul><ul><li>See objections as opportunities </li></ul><ul><li>Thrill of getting to a ‘yes’ </li></ul><ul><li>Pride of winning that customer </li></ul>
  4. 4. Moving towards... 3 Changing from... The 21 st Century Sales Call Traditional Selling Transaction based Short term sale focus Product centered Depends on “smoothness” of rep Focuses on closing Interaction between buyer and seller is competitive Salesperson is self-interest oriented Customer decision criteria are price and convenience Customer can resent time spent with sales rep Consultative Selling Relationship based Long term focus Solution centered Depends on integrity, trust Focuses on adding value Interaction between buyer and seller is collaborative. Salesperson is customer-oriented Customer demand expertise, advice and customisation during the sales process Customer insist on multiple meetings with sales rep
  5. 5. The Art of Sales <ul><li>Passion </li></ul><ul><li>Pride </li></ul><ul><li>Commitment </li></ul><ul><li>Dynamic </li></ul><ul><li>Proactive </li></ul><ul><li>Desire to succeed </li></ul><ul><li>Thrill of the deal </li></ul><ul><li>Fulfilling and rewarding </li></ul><ul><li>Challenge </li></ul>
  6. 6. Traits of a Business Advisor <ul><li>Good customer service and care about the customer </li></ul><ul><li>Provide maximum value and demonstrate return on investment </li></ul><ul><li>Consistent </li></ul><ul><li>Have a structured approach </li></ul><ul><li>Follow up support and after sales service </li></ul><ul><li>Business Partnership </li></ul><ul><li>Time management is a skill every great business advisor must possess </li></ul><ul><li>They instil trust in the people they meet </li></ul><ul><li>Product knowledge is a must for every great consultant </li></ul><ul><li>A great business advisor is one who is organised </li></ul><ul><li>Every great business advisor possess excitement and motivation and a desire to win </li></ul>
  7. 7. The Sales Representative is like a Chameleon
  8. 8. Some tips to make the art of sales even more joyful <ul><li>Always take the opportunity to learn more </li></ul><ul><li>Don’t let rejection get to you </li></ul><ul><li>Be passionate about what you sell </li></ul><ul><li>Remember its about the networking </li></ul><ul><li>Don’t forget the perks of the job </li></ul><ul><li>Find a mentor </li></ul><ul><li>The cardinal rule of sales: </li></ul><ul><ul><li>“ The customer always comes first”. </li></ul></ul>
  9. 9. Questions & Answers
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