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Greg Bennett’s Consultative

Closing Model

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Hard Sell Closing

The Evolution of Successful Selling

Consultative Selling

Consultative Closing

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Hard Sell Closing

The Two “R’s” of Sales

Consultative Selling

Consultative Closing

RResults

RRelationships

RTwo “R’s”

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Hard Sell Closing

Hard Sell Closing Focused On:

The features and benefits (our bells and whistles) of our product or service

Great sellers were great entertainers, quick with a joke and a slap on the back

The focus was all on the presentation and proposal

It was critical to close hard using a variety of clever techniques and stories

Problems Associated With This Style:

•There was little attention paid to customer needs

•Salespeople weren’t taught to question and listen

•Customers began to feel pressure and coerced into situations hey didn’t want

•Most salespeople weren’t comfortable with this style of selling

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Consultative Selling

Consultative Selling Focused On:

Discovering the clients needs, hopes, wishes, and wants

Great sellers were great questioners and listeners

The focus was all on fact finding and creating customized solutions

There was a great focus on forming relationships and not pushing or coercing customers into buying

Problems Associated With This Style:

•Consultative salespeople are so focused on forming relationships that they are afraid to ask pointed sales questions

•They forget the deceptive nature of prospects and believe what they’re told (which is often not true, or deception)

•They don’t know how to push clients to make decisions and end up with pipelines full of prospects they can’t move forward or backward

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Consultative Closing

Consultative Closing Focuses On:

 Combined Qualities of Consultative Closing Focused on meeting clients needs and getting them to take action Stressing long-term partnerships--more purposeful and direct in creating the relationship Always advancing the sale and closing, but positioned always as a good for the client first and foremost

It’s the perfect balance of the two “R’s”…Results and Relationships

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