Consultative sales rules of the road


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A program I recently delivered for New Horizons Computer Training -- on the key sales skills for consultative sales professionals.

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Consultative sales rules of the road

  1. 1. Consultative Sales Excellence : Rules of the Road
  2. 2. What is “Excellence” to you? 2
  3. 3. Continuum Of Excellence 2
  4. 4. Formula For Excellence <ul><li>Decide exactly what you really want to achieve. </li></ul><ul><li>Determine specifically what you have to do to achieve it. </li></ul><ul><li>Focus every bit of energy and effort on “ Paying the Price ” to achieve you goals. </li></ul>2
  5. 5. <ul><li>Successful people willingly do… </li></ul><ul><li>what unsuccessful people are unwilling to do! </li></ul>3
  6. 6. Resilience in the Face of Failure NITB
  7. 7. The first watchword of Excellence… 5
  8. 8. Good to Great 5
  9. 9. K N L
  10. 10. 5 Ways to Run or Ruin a Company <ul><li>Vision </li></ul><ul><li>Communication </li></ul><ul><li>Performance </li></ul><ul><li>Execution </li></ul><ul><li>Customer Focus </li></ul>5
  11. 11. Time for a little test Pages 6 & 7
  12. 12. Second watchword of Excellence…
  13. 13. The third watchword of Excellence…
  14. 14. Becoming a category of ONE
  15. 15. Success in sales is about having the right mindset
  16. 16. Talk too much Talk about themselves way too much Don’t know my business Don’t understand my customers Don’t know their own products & services Don’t tell the truth Don’t deliver on their promises Only worried about their commission Can’t prove their value W ASTE M Y T IME! 10
  17. 17. The Goal: Trusted Advisor <ul><li>Asks superb questions </li></ul><ul><li>Listens attentively – takes great notes </li></ul><ul><li>Understands their customer’s business </li></ul><ul><li>Understand their customer’s customers </li></ul><ul><li>Is an expert on their products & services. </li></ul><ul><li>Is customer focused – not “closing” focused </li></ul><ul><li>Tells the 100% truth at ALL times </li></ul><ul><li>Keeps their promises </li></ul><ul><li>Can clearly demonstrate superior value </li></ul><ul><li>Never wastes a client’s time </li></ul>10
  18. 18. Trusted Advisor Perceived Value LOW / NO MEDIUM TRUSTED ADVISOR 11
  19. 19. Are you a sales winner? Please take the audit on pages 11 - 13 11
  20. 20. The 4 Cs of TRUST Competence Respect Dis-trust Affection TRUST HIGH LOW LOW HIGH Concern 14
  21. 21. The Mantra of the Trusted Advisor <ul><li>I am good at what I do… </li></ul><ul><li>and I do it because I care about you. </li></ul>
  22. 22. Source Credibility <ul><li>C x R x I </li></ul><ul><li>SO </li></ul>= Trust NITB
  23. 23. Technique is NOTHING… <ul><li>Intent is EVERYTHING!! </li></ul>14
  24. 24. Let me make this VERY simple… <ul><li>Sales results are directly proportional to the number of well-planned and professional sales calls made to Key Decision Makers at highly targeted prospect accounts. </li></ul>NITB
  25. 25. Exact Right Solution 15
  26. 26. No Guessing! 15
  27. 27. Clarifying expectations is critical… <ul><li>OPUD vs. UPOD </li></ul>NITB
  28. 28. Forget about your company, products and services… Fearless Flexible Fun 16
  29. 29. Slow Down for Yellow Lights 17
  30. 30. Lose Early 17
  31. 31. Follow the ORDER <ul><li>Opportunity </li></ul><ul><li>Resources </li></ul><ul><li>Decision Making Process </li></ul><ul><li>Exact Right Solution </li></ul><ul><li>Relationship </li></ul>
  32. 32. Handling Objections
  33. 33. Workshop What are the top 3 objections that you get most often?
  34. 34. Expert Questioning 20
  35. 35. How to ask better questions Cushions: In order for me to help you… Conditions: I was looking at your website and noticed that… Limiting: What are your top three most important… Expansion: Can you share with me everything… Clarifying: What, specifically did you mean by… Perception Checking: Does that sound OK? Relationship: Are you comfortable? Hot Words: anger, frustration, concern, worry… Please read pages 22 - 26
  36. 36. S.C.C.C.S. Create a Gap Current State vs. Desired State Amplify Costs Money – Time – Resources - People Positive - Negative / More – Less Business / Personal Build a Solution Theirs first – Yours last
  37. 37. The SCCCS Model Please study the chart on page 28
  38. 38. Top 3 Situation Questions? 29
  39. 39. What are the main challenges your customers face? 30
  40. 40. Top 3 Challenges questions?
  41. 41. How can you AMPLIFY the costs? More /Less Business / Personal Money Resources Time People Customers Opportunities Risk Stress Success Happiness Achievement Pages 32 - 34
  42. 42. Top 3 Customer Needs questions? 35
  43. 43. A review of the process: Page 36
  44. 44. How do we make sure the client knows where to go? Customized Needs Analysis Agenda
  45. 45. ACME Consolidated Inc. Needs Analysis Meeting <ul><li>Current State of ACI </li></ul><ul><li>Vision of Desired Future (1-3 years) </li></ul><ul><li>Opportunities / Challenges </li></ul><ul><li>Potential Impacts </li></ul><ul><li>Possible Solutions </li></ul><ul><li>NH Training Recommendations </li></ul>37
  46. 46. Summary <ul><li>Be a Trusted Advisor </li></ul><ul><li>Ask don’t Tell </li></ul><ul><li>Technique is Nothing </li></ul><ul><li>The 4 Cs of Trust </li></ul><ul><li>Exact Right Solution </li></ul><ul><li>Forget about Your Company </li></ul><ul><li>Slow Down for Yellow Lights </li></ul><ul><li>Handling Objections </li></ul><ul><li>No Guessing </li></ul><ul><li>G ap C ost S olution </li></ul><ul><li>SCCCS Questioning model </li></ul><ul><li>Needs Analysis Agenda </li></ul>
  47. 47. Questions ?