consultative sales training

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Consultative Sales Process

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Page 1: Consultative Sales Training

Consultative Sales Process

Page 2: Consultative Sales Training

Proprietary and Confidential – Quantum Sight Marketing LLC

IronPoint Training Cycle

Vision•Personal Goal

•Professional Goals

Sales

Planning•Business Plan

•Sales/Marketing Plan•Objective Setting

Mark

eti

ng

Activities•Daily

•Weekly•Monthly

Operatio

ns

Running Your Business•Operational

•Financial•Calendar

Sta

ffing

Grow Your

Business!

Page 3: Consultative Sales Training

Proprietary and Confidential – Quantum Sight Marketing LLC

Welcome to Consultative Sales What should you get from this course?

By the end of this course you should be familiar with the consultative sales approach, gained new skills to assist in understanding and communicating with your prospects, addressed objection before they occur, and the ability to differentiate benefits from product features. You will learn how to improve your sales techniques through the use of rapport, and effective use of the use of financial priorities sales tools

Page 4: Consultative Sales Training

Proprietary and Confidential – Quantum Sight Marketing LLC

The Sales PipelineSeeing enough people and saying the right things!

Centers of

InfluenceReferrals

Direct Mail

Current Clients

Cold Calls

Face-to-Face

Revenue

ContactsProspects

Appointments

Presentations

Sales

Impact of Improving the number of People you Meet

Converstion RatesSales Funnel

Lead Souces 100 150

Contacts 50 75 50.0%

Prospects 15 22.5 30.0%

Appointments 10 15 66.7%

Presentations 7.5 11.25 75.0%

Sales 3.75 5.6 50.0%

What if an Improved Sales Process Increased my Conversion Rate?

Sales FunnelQuantity of

LeadsOriginal

Conversion RatesQuantity of

Leads

Improved Conversion

Rate

Lead Souces 150 150

Contacts 75 50% 83 55%

Prospects 22.5 30% 29 35%

Appointments 15 67% 21 71%

Presentations 11.25 75% 16 80%

Sales 5.6 50% 9.0 55%

What if an improved sales process could improve a simply 5pp in your conversion?

61.%

Page 5: Consultative Sales Training

Proprietary and Confidential – Quantum Sight Marketing LLC

The advantages to improving you sales skills: When you improve your sales skills, even a small amount,

you can improve you ability to convert a lead to a client. Small Increases in conversation ratio lead to big improvements

in sales.

Decrease your Expenses! Leads cost money!

Improving your sales skills will provide a better return (ROI) when prospecting for leads (or paying for them).

Why Improve your Sales Skills?

Page 6: Consultative Sales Training

Proprietary and Confidential – Quantum Sight Marketing LLC

Improving Your Sales Skills

What do I need to know to improve my sales skills?

1. Understand the Components of the Sale2. The reason why people choose3. The way people learn4. The way people communicate5. Understanding of Social Styles6. Ability to Identify Personality Types

Page 7: Consultative Sales Training

Proprietary and Confidential – Quantum Sight Marketing LLC

The Sales Components

What are the components to the sale: Price – You don’t set the price, so you don’t have much control here. We

do have several product, however; and this should give you better pricing options.

Product – Once again, not a lot of control. However, a deep understanding of your products projects professionalism and gains confidence.

People – This is where the agent has the most control. We must understand the people we interact with to better relate to them.

Page 8: Consultative Sales Training

Proprietary and Confidential – Quantum Sight Marketing LLC

The reason people Choose

What are the top reasons people choose their insurance? Price – People generally don’t want to over pay.

Coverage/Protection – The client wants to be confident they have the proper protection for their assets.

Service – A good service experience validates a person’s selection.

Relationship – With many consumers, a personal relationship is desired. This cannot be faked.

Page 9: Consultative Sales Training

Communicating with the Customer

Page 10: Consultative Sales Training

Proprietary and Confidential – Quantum Sight Marketing LLC

Learning Styles

Visual Auditory Kinesthetic

Key Words: SEE IT Key Words: HEAR IT Key Words: DO IT•Think in color, size and shape•Create diagrams of what they hear•Run “movies” in their mind

•Prefer facts, details, clear vocal presentation, and audio•Pat attention to voice tone, energy, pitch, and enthusiasm•Play a recorder in their mind

•Prefer to touch things – “hand-on”•Like groups and doing several things at a time.•Relive sensations and feelings.

Typical Phrases•It’s not clear to me•I’d like to see how•I can’t get a picture of this•Looks difficult•He’s got blinders on•Draw me a picture•The idea is out of focus•I need to see it

Typical Phrases•Sounds good to me•Listen! This is important•Did you hear me?•There is a lot of static•Not on the same wave length•Clear as a bell•Tell me what you think•Let me hear your ideas•Lend me an ear

Typical Phrases•Slipped though my fingers•Hard to get a hold of•Hammered home the point•Life a dog with a bone•Feels right to me•I can’t put my hand on it•My gut tells me•Rein them in

Watch their EYES•Generally look up while thinking•May also defocus in blank stare

Watch their EYES•Eyes tend to move side –to-side (right-to-left) when thinking.

Watch their EYES•Eyes will generally look down when thinking.

Page 11: Consultative Sales Training

Proprietary and Confidential – Quantum Sight Marketing LLC

Social Styles

Task Oriented

Impatient or Brisk Pleasant

People

Oriented

Peaceful, pleasant, Quiet, guarded,

Task Oriented

Argumentative Friendly, Exciting amiable restrained

Is to the point Talks about self, Cooperative, helpful Indirect, little smallDirects discussion tells stories may seen uncertain talk, is business like

Seems agitated Spirited, interested Seems relaxed and Distant, Analytical,Interupts, gives facts in others slow, and explains Goes step-by-step

Ask for results, want Ask long questions, Asks "how to" questions Wants details, asksto know what it will how will product, want to know about change "why" questons, but

do for him/her bring success? and support provided gives little information

Tell AskOR

Driver Expressive Amiable Analytical

How would you describe the person you are dealing with?

How would you describe the person you are dealing with?

Page 12: Consultative Sales Training

Proprietary and Confidential – Quantum Sight Marketing LLC

Communication is the key

Characteristics Driver Expressive Amiable AnalyticalKey Behavior Controlling Energizing Supportive Systematic

Actions Under Stress Autocratic Attacking Acquiescing AvoidingWants Results, control Involvement with others Safety, security Accuracy, order

Dosen't LikeLoss of Control, being

taken advantage ofRejection, loss of

approvalSudden change, loss of

securityCriticism of work, lak of

standards

Communication Style Direct, forceful, assured

Enthusiastic, self-promoting, warm

Patient, careful, agreeable

Detailed, diligent, restrained

Make effort to be Efficient Interesting Cooperative Accurate

Support Their Conclusions and actions Visions and IntuitionsRelationships and

feelings Priciples and thinking

Stress benefits that answer

WHAT sholutions will do for them

WHO else has used idea, what they say

WHY solution is the best and adds security

HOW problem is solved, whis is logical

For decisions, give them

Options and probabilities

Testimonial and incentive

Assurance and guarantees Evidence and service

Sales approachStress results and

bottom line Stress appeal to people Stress support provided Stress track recordFollow up with Results Attention Support Service

Page 13: Consultative Sales Training

Proprietary and Confidential – Quantum Sight Marketing LLC

What Style is Your Prospect?

Driver

Amiable

Analytical

Expressive

Guidelines for

Recognition

Tell-Oriented Responses

Task-Oriented Responses

Ask-Oriented Responses

People-Oriented Responses

•Emphasizes ideas by changing voice tone•Expressions are obvious•Quick, clear, or fast-paced•Makes statements more often

•Restrained•Actions controlled and/or cautious•Wants facts or details•Eyes appear attentive•Limited Expression of personal feelings•No storytelling or small talk•Normally only shares about tasks.

•Animated, uses facial expressions•Actions are open and eager•Limited discussion of facts•Friendly gaze, hand gestures are open•Shares personal feelings•Makes small talk and tells stories

•Seldom uses voice to emphasize ideas•Expressions and posture are calm and non-intrusive•Careful and deliberate•Slow/careful speech•Ask questions more than make s statements•Tends to lean backwards

Page 14: Consultative Sales Training

Proprietary and Confidential – Quantum Sight Marketing LLC

Monitoring & Listening Skills

Monitoring Know Yourself Know the

prospect Control Yourself Communicate

the way the prospect communicates

Listening Show interest

Focus attention Concentrate Express interest directly to

prospect Use phrases..

“I understand..” “Tell Me More…”

Don’t interrupt Ask open-ended questions.

Avoid “yes” or “no” questions Validate the prospect Check for understanding Restate your understanding

as needed.

Page 15: Consultative Sales Training

The Consultative Sales Process and Tools

Page 16: Consultative Sales Training

Proprietary and Confidential – Quantum Sight Marketing LLC

The Consultative Sales Process

Set an Appointment –

In person or telephone

Establish Rapport

Understand the Prospect

Align Product/Benefits with Prospects

Needs

Prospect Asks to Purchase

Page 17: Consultative Sales Training

Proprietary and Confidential – Quantum Sight Marketing LLC

Setting an Appointment

Before you begin the process if setting an appointment, remember…Selling = Helping!

Helping

Selling

6. Build Rapport

5. Fact Finding

4. What’s the Problem

3. Alternatives

2. Solutions

1.Close

Vs.

Transactional

Consultative

Page 18: Consultative Sales Training

Proprietary and Confidential – Quantum Sight Marketing LLC

Why do People Choose?

When making an initial connection with a potential prospect, use the 4-Reasons people choose to assist in getting to the next step.

Price – For nearly all people, regardless of wealth, price is a key reason to switch.

Coverage – Many people haven’t revised coverage in a number of years.

Service – Sell your service. What do you do different! Relationship – Begin cultivating a relationship, maybe use

testimonial.

Page 19: Consultative Sales Training

Proprietary and Confidential – Quantum Sight Marketing LLC

Positioning Statement

This is your 30 second commercial about you, your agency, and IronPoint Insurance

Why should they choose IronPoint Insurance? Why should the choose your agency? Why should they choose your products/brands? Why should

This explains, in a meaningful way, how you do business and how you can help them build and protect their assets.

Page 20: Consultative Sales Training

Proprietary and Confidential – Quantum Sight Marketing LLC

Needs based consultation Review based on consumer indicated

areas of concern. Financial assessment for risk, and

financial products. Information on assets exposed Illustrate “protection” with

“Fortifications” article.

Consultative – Value Added Sales