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Consultative Sales Skills-Presented by Jeffrey Mesquita

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From SCORE Atlanta Sales & Marketing conference.

From SCORE Atlanta Sales & Marketing conference.

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Consultative Sales Skills-Presented by Jeffrey Mesquita Consultative Sales Skills-Presented by Jeffrey Mesquita Presentation Transcript

  • How to Get People to Buy from You   Consultative Sales Skills You'll Use with Key Decision Makers
      • NOTHING!!!
    What Happens When No One Sells?
  • How to Get People to Buy from You Understanding the Sales Process
    • The sales process for selling tangible goods is different from selling services and other intangibles. The business owner (salesperson) must understand the customer's needs and/or problems before a sale can be made. Once this is accomplished, you must demonstrate how your services and/or products will solve the customers’ problem(s) and add to the customer's profit or well being.
    • Identify the market and the customer.
    • Probe to find the customers’ problems and/or needs.
    • Develop the right solution and get the order.
  • The Triangle Offense Building Your Own Sales Pyramid Partnership Selling Solution Selling Relationship Selling Prospecting and Presentation
        • Prospecting and Presentation:
          • Taking the customer at the first appointment through the sales cycle to the close.
        • Relationship Selling:
          • Truthfulness, Reliability, Understanding, Service.
        • Solution Selling:
          • Understand customers’ needs and goals, become an expert in their business as well as your own.
        • Partnership Selling:
          • When customer sees you as a partner in their business.
        • If you constantly reinforce and fortify the base of your pyramid, you will have built a strong foundation for success.
    The Triangle The Levels of Pyramid
  • The Triangle Offense Building Your Own Sales Pyramid Partnership Selling Solution Selling Relationship Selling Prospecting and Presentation
    • Across the counter inside selling:
      • Retail
      • Wholesale
      • Distributor
      • Internet
      • Showroom
    Identify the market and the customer Going to the Customer Vs Customer Coming to You
    • Outside Sales Force:
      • Sales Force Goes to Customer
      • In person sales calls
      • Inside salespeople contacting customers
    Identify the market and the customer Going to the Customer Vs Customer Coming to You
      • Which Comes First:
      • Marketing
      • Are those activities that are associated with identifying the particular wants and needs of a target market of customers, and then going about satisfying those customer’s better than your competitors.
      • Sales
      • The exchange of goods or services for an amount of money or its equivalent; the act of selling.
    MARKETING Marketing Vs Sales
    • Marketing System:
      • Product
      • Price
      • Distribution
      • Promotion
    Marketing Mix Company’s Marketing System
    • Transaction Vs Relationship
    • Get new accounts. Retain existing accounts.
    • Get the order. Become the preferred supplier .
    • Cut the price to get the sale. Price for profit.
    • Manage each account for Manage all accounts to maximize the short-term sales. the long-term profit.
    • Sell to anyone. Concentrate on high profit potential accounts.
    The Field of Sales Types of Selling
    • Variety of Sales Jobs:
      • Driver Sales Person ---- Mainly delivers the products.
      • Inside order-taker ---- Customer comes to sales person.
      • Outside order-taker ---- Getting most favorable shelf space.
      • Missionary salesperson - Build good will, perform promotional activities.
      • Sales Engineer ---- To provide technical advise, and help get the
          • sale.
    The Nature of Sales Jobs Different Sales Jobs
      • Consultative Selling:
      • Tangible goods;
        • Sales must understand customers business.
        • Must understand customers problems.
        • Provide solutions through the integration of companies products.
        • Solving customers problems and needs.
        • Both make a profit.
    The Nature of Sales Jobs Consultative Selling
      • Consultative Selling:
      • Services and other intangibles
        • Sales must understand customers needs.
        • Must be able to demonstrate services, ideas or social causes.
        • Provide solutions through the integration of companies products.
        • Solving customers problems and needs.
        • Both make a profit.
    The Nature of Sales Jobs Consultative Selling
      • Key Differences in the Sales Job:
      • The sales force is largely responsible for implementing the companies marketing plan
      • Salespeople are among the few employees authorized to spend company funds
      • Salespeople represent their company to customers and society in general
      • Salespeople represent the customer to their companies
    Sales Jobs Differ from Other Jobs Companies Well Being
    • Stay the course:
      • Make sales calls not just to sell but to find out what clients needs are.
      • Tell the clients what you are up to.
      • They are probably in a similar situation.
      • This will allow you to be in a better position to sell based on their needs, not yours.
      • Think in terms of creating a customer not a sale.
      • Keep a POSITIVE Attitude.
      • Constantly monitor the changes going on.
      • Time to check your methodology.
      • After every sales slump there will be a sales jump.
      • The right planning now and making changes will make you ready.
    Surviving a Sales Slump What Do You Do in These Times
    • . News | Markets | Technology | Personal Finance | Small Business | CNN.com
    • See all CNNMoney.com RSS FEEDS ()
    • By Emily Maltby
    • Last Updated: October 1, 2008: 3:57 PM ET
    • Slow sales? No credit? No problem
    • While many small business owners are feeling the crunch, others see opportunities in the market slowdown.
    • "This isn't a time to sit and fret," says Jeff Mesquita, a SCORE counselor in Atlanta. "This should be an opportunity to evaluate your business because you have the time to do it. Look at your products, your services and your company overall and see where you can improve. Treat this as learning experience."
    Surviving a Sales Slump Article from CNN Money
  • Consultative Sales Skills You'll Use with Key Decision Makers Get the Order In the 21 st century the world of professional selling is Changing. Dramatically. Much of this change is driven by shifts in the way customers buy products. They no longer focus on just buying products: rather they are interested in finding solutions to their business problems. They expect their suppliers and salespeople to Help find solutions to their problems, so they can turn a profit. Most importantly SMILE be yourself and have fun making your company and clients a PROFIT .