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LIstening and Listening Comprehension

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LIstening and Listening Comprehension

  1. 1. Consultative Sales Approach 2 By the end of this module, you would be able to: • Define Consultative Sales • Differentiate Consultative Selling from Traditional Selling • Get some Tips to Effective Sales
  2. 2. Consultative Sales Approach 3 • It is an approach to selling in which CUSTOMER NEEDS are used as the basis for the sales dialogue. • It is all about the dialogue between the salesperson and the customer. • Product knowledge is transformed into a tailored solution and is delivered and positioned based on the customer’s needs.
  3. 3. Consultative Sales Approach 4 Asks questions and allows the client time to answer them, then matches the client’s needs with the product’s benefits. Presents the features and advantages of the product to convince the client why he should make the purchase.
  4. 4. Consultative Sales Approach 5
  5. 5. Consultative Sales Approach 6 • What’s in it for me? • I don’t have money… • I have to ask my wife before I can make a decision. • Can I call you back? Think in advance what reasons your target may have to not want to buy your product. Formulate a response that would address each possible question your target might have.
  6. 6. Consultative Sales Approach 7 “Hi! May I speak with Mr. John Doe? My name is Michelle and I’m calling from X Company. I’m calling to give you options to make sure you are getting the best value out of your services.” Introduce yourself. Your opening statement when you call should create some curiosity and interest so that they will want to hear what you have to offer.
  7. 7. Consultative Sales Approach 8 It is very crucial to know your buyer. As a sales person, it is important for you to recognize your buyer’s type for you to be able to communicate easily and clearly. Different Buyer Types 1. The Assertive 2. The Paranoid 3. The Know-it-all 4. The Price Only 5. The Timid 6. The Jokester
  8. 8. Consultative Sales Approach 9 1. The Assertive Buyer Traits: • Overly confident in self and accomplishments • Will begin to interrupt your presentation • Will often interject with objections long before they should arise Tips: • Be yourself: This person wants control, and if you change, you are allowing him to control you. • Do not be intimidated. Relax. • Do not be overly friendly. False admiration and condescending comments does not work with this type.
  9. 9. Consultative Sales Approach 10 2. The Paranoid Buyer Traits: • Will see a negative possibility in almost everything • Wants proof and guarantees • Will have examples of bad experiences with competitors or industry Tips: • Let him know that the question or concern is valid. Answer the question, and then move on. • Do not try to alleviate unwarranted fears or phobias. • Address questions but do not justify. • Do not bash the competition.
  10. 10. Consultative Sales Approach 11 3. The Know-It-All Buyer Traits: • Will challenge or debate much of your claims • Will test your knowledge of details and industry information • Will claim to know more about your competition than you, including pricing Tips: • Complement buyer on thinking. • Congratulate buyer on ideas. • Let buyer know that educated consumer is best. • Acknowledge his ideas and use it to your advantage.
  11. 11. Consultative Sales Approach 12 4. The Price ONLY Buyer Traits: • Will tell you he understands the benefits and just wants the price • Ready to buy now Tips: • Stick to your presentation. • Let him know that you have a presentation that would show why your product would be a bang for their buck. • Make the buyer feel that you appreciate the enthusiasm but would need to make him well- informed before he makes a decision.
  12. 12. Consultative Sales Approach 13 5. The Timid Buyer Traits: • Asks very few questions • Agrees with everything you say • Offers no definitive objections Tips: • Get them involved. • Do not assume that silence would always mean YES. • Provide challenges to what you say—then overcome them.
  13. 13. Consultative Sales Approach 14 6. The Jokester Buyer Traits: • Will avoid and put off questions • Will distract you and put you off-course to avoid making a decision Tips: • Keep your cordial attitude, but stay firm on questions. • Stay focused and stick with the presentation with conviction.
  14. 14. Consultative Sales Approach 15 Open-ended Questions Closed-ended Questions Fact-finding Questions These are unstructured questions which demand explanations as answers. These usually begin with how, where, why… These are questions that provide a set of choices of which the answer should be derived from. These are questions which require a definite answer. TYPES OF QUESTIONS
  15. 15. Consultative Sales Approach 16  What is it?  What is it for?  What’s in it for me?
  16. 16. Consultative Sales Approach 17
  17. 17. Consultative Sales Approach 18 • www.seanmcpheat.com • www.wikipedia.com • www.theconsultativesalescompany.com • www.businessdictionary.com
  18. 18. Consultative Sales Approach 19

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