The document provides an overview of consultative selling techniques by Antoine Dupont, CEO of ADMIN eSOLUTIONS. It discusses profiling buyers based on their behavioral style, using modalities to match and mirror the buyer without mimicking, and focusing on listening more than talking to understand the buyer's needs and concerns. The key is to recreate what was heard from the buyer and address their underlying reasons for purchasing with a solution tailored to their specific situation.

1. By Antoine Dupont
CEO – ADMIN eSOLUTIONS

2. About me
CEO of ADMINeSOLUTIONS
Web & Marketing Agency
Specialize in Small Businesses
Been in Internet Marketing since 1996
Originally from Paris, France
Bumper sticker should say:
“I’d rather be playing Tennis”
@adupont65 – Instagram & Twitter
Facebook.com/antoine.dupont

3. Agenda
1. Sales Job Description
2. Simple Psychology
3. Profiling
4. What is Consultative Selling
5. Six Key Principles
6. Q&A

5. What is that???
Professionally helping other people to BUY!

6. People like sellers who:
• Show concerns
• Ask intelligent questions
• Relate service to their specific need
• Are friendly & confident…not pushy

7. People hate to be sold to…
…but they love to buy!

9. 1-The Order Taker

10. 2-The Product Pusher

11. 3-The Over Seller

12. 4-The Problem Solver

14. How to Communicate

15. All Sales are based on…
20% Logic 80% Emotion

16. Tools

17. Modalities

18. Match & Mirror
But don’t mimic!

20. Disc Profiling

21. Behavioral Style

22. “Let’s just go for
it.”
 DirectDirect
 All about ResultsAll about Results
 Bottom Line OrientedBottom Line Oriented
 OrganizersOrganizers
 Self StartersSelf Starters
How do D’s make decisions?How do D’s make decisions?
Selling to a “D”

23. Selling to a “I”
“Let’s go ahead and
do it, things are
going really well in
our business. I just
feel it’s right!”EnthusiasticEnthusiastic
OptimisticOptimistic
FriendlyFriendly
Team PlayersTeam Players
How do I’s make decisions?How do I’s make decisions?

24. Selling to a “S”
“Great idea. Let’s get
everyone together and
create a detailed plan
of action!”
How do S’s make decisions?How do S’s make decisions?
AmiableAmiable
Service OrientedService Oriented
StableStable
DependableDependable

25. Selling to a “C”
“ I don’t know, we have
procedures and rules that
are intended to be
followed! Let’s look them
up!”AnalyticalAnalytical
Fact FinderFact Finder
High StandardsHigh Standards
Detail OrientedDetail Oriented
How do C’s make decisions?How do C’s make decisions?

27. Be more interested
…than interesting!

28. Listen more…
…than you talk!

29. Ask Why
Mostly we start with
WHAT, maybe HOW,
rarely WHY
However, People don’t buy
what you do, they buy
WHY YOU DO IT!

30. Recreate…
…listen to feelings &
intention and recreate that!

32. 1 - Research
• What CMS?
• Optimized?
• Mobile responsive?
• How old?
• Etc…

33. 2 - Ask
• Don’t assume anything
• Open-ended questions
• Who, What , Where,
How, When & WHY?

34. 3 - Listen
• Always. Be. Listening.
• Take Notes

35. 4 - Recreate
• Repeat all the concerns
• What I heard you say…
• Let me make sure I got
this right…

36. 5 – Make Offer
• Based on what I heard…
• Our best solution for you
is…

37. 6 – Close
• Deal with objection
• Draft Agreement or
move on
Does that fit with what you had in mind?

38. Don’t try to convince

40. What makes you unique?
Word not allowed:
Affordable, Competitive, Best Value,
Excellent Customer Support, Unique,
Best in Class

41. What role does the
website play in bringing
new business?

42. What does a qualified
lead looks like
for your business?

43. What is the value
for a new customer
in your business?

44. How many new
customer can your
business handle today?

47. Antoine Dupont
Facebook.com/antoine.dupont
Youtube.com/adupont9999
Instagram.com/adupont65
www.adminesolutions.com