consultative sales pmsl

Consultative Sales Excellence : Rules of the Road

Out of more than 200 Sales books and 20 years…

Formula For Excellence

1.Decide exactly what you really want to achieve.

2.Determine specifically what you have to do to achieve it.

3.Focus every bit of energy and effort on “Paying the Price” to achieve you goals.

2

Successful people willingly do… what unsuccessful people are unwilling to do!

3

Read page 2Workshop page 3

Success in sales is about having the right mindset

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

WASTE MY TIME!

4

The Goal: Trusted Advisor

• See themselves as a “professional” and selling as a “craft”

• Asks superb questions

• Listens attentively – takes great notes

• Understands their customer’s business

• Understand their customer’s customers

• Is an expert on their products & services

• Is customer focused – not “closing” focused

• Tells the 100% truth at ALL times

• Keeps their promises

• Can clearly demonstrate superior value

• Never wastes a client’s time 10

Trusted Advisor

Perceived Value

LOW / NO

MEDIUM

TRUSTED ADVISOR

5

Are you a sales winner?

Please take the audit on pages

5 - 7

5

Competence

RespectDis-trust

Affection TRUST

HIGH

LOW

LOW HIGH

Concern

The 4 Cs of TRUST

8

The Mantra of the Trusted Advisor

I am good at what I do…and I do it because I care about you.

Technique is NOTHING…

Intent is EVERYTHING!!

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Let me make this VERY simple…

• 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.

NITB

Exact Right Solution

9

No Guessing!

Read page 9

Clarifying expectations is critical…

OPUD vs. UPOD

NITB

Forget about your company, products and services…

FearlessFlexible

Fun

10

Slow Down for Yellow Lights

11

Lose Early

11

Follow the ORDER

• Opportunity• Resources• Decision Making Process• Exact Right Solution• Relationship

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Handling Objections

NITB

Workshop

What are the top 3 objectionsthat you get most often?

Go to page 31 at the end of the

workbook

Expert Questioning

Back to Page 14

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 14 - 19

S.C.C.C.S.

Create a GapCurrent State vs. Desired State

Amplify CostsMoney – Time – Resources - PeoplePositive - Negative / More – LessBusiness / Personal

Build a Solution Theirs first – Yours last

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The SCCCS Model

Please study the chart on page 21

Situation Questions

What are the main challenges your customers face?

Top 3 Challenges questions?

How can you AMPLIFY the costs?

More /LessBusiness / Personal

MoneyResources

TimePeople

CustomersOpportunities

RiskStress

SuccessHappiness

Achievement

Customer Needs Questions

A review of the process: Page 29

How do we make sure the client knows where to go?

CustomizedNeeds Analysis

Agenda

ACME Consolidated Inc. Needs Analysis Meeting

1. Current State of ACI

2. Vision of Desired Future (1-3 years)

3. Opportunities / Challenges

4. Potential Impacts

5. Possible Solutions

6. Potential PMSL Offerings

See the example on page 30

Summary

• Be a Trusted Advisor• Ask don’t Tell• Technique is Nothing• The 4 Cs of Trust• Exact Right Solution• Forget about Your Company• Slow Down for Yellow Lights• Handling Objections• No Guessing• Gap Cost Solution• SCCCS Questioning model• Needs Analysis Agenda

Questions ?

My Favorite Sales Books

“SPIN Selling” by Neil Rackham

“Consultative Selling” by Mack Hanan

“Changing The Game” by Larry Wilson

“Integrity Selling” by Ron Willingham

“Relationship Selling” by Jim Cathcart