consultative selling in b2b technology sales

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Consultative Selling in B2B Technology Sales A brief on solution-based sales and marketing practices for B2B technology professionals

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Page 1: Consultative Selling in B2B Technology Sales

Consultative Selling in B2B Technology Sales

A brief on solution-based sales and marketing practices for B2B technology professionals

Page 2: Consultative Selling in B2B Technology Sales

Consultative Selling is all about the dialogue between the salesperson and prospect, where the prospect’s needs come first…

Consultative Selling

Page 3: Consultative Selling in B2B Technology Sales

In Consultative Selling, the salesperson learns about prospect needs before talking about products, services and all that is in between…

Consultative Selling

Page 4: Consultative Selling in B2B Technology Sales

Product, industry and application knowledge are essential and are used to position a tailored solution based on the customer’s needs.

Consultative Selling

Adapted from Richardson - Source: https://www.richardson.com/Who-We-Are/Thought-Leadership/Defining-Consultative-Selling

Page 5: Consultative Selling in B2B Technology Sales

1. Ask “why”… and then ask “why” again

A few questions will never completely reveal all buyer’s challenges and pains regarding the business opportunity… tactfull digging and probing are essential!

Page 6: Consultative Selling in B2B Technology Sales

2. Provide valuable insight

Whether this comes from personal knowledge, experience or the support of colleagues, it is imperative that a position of authority and trust be developed with the prospect

Page 7: Consultative Selling in B2B Technology Sales

3. Offer customized, not generic, solutions…

One size does not fit all, especially in life science research and medical fields. More importantly, customized solutions validate to the prospect that they have been heard!

Page 8: Consultative Selling in B2B Technology Sales

4. Recognize the various stages of the sale

There are always unique sales stages that a prospect must experience before making a purchase. Know these stages and how to guide different buyers on the right path.

Page 9: Consultative Selling in B2B Technology Sales

Now for a GAME PLAN

Page 10: Consultative Selling in B2B Technology Sales

1. List all of the sales stages you can identify

2. Think on the possible outcomes at each stage

3. Mark stages as either Essential or Possible

4. Create the ideal map linking all Essential stages

5. Add steps that return Possible stage outcomes back to the Essential route

Page 11: Consultative Selling in B2B Technology Sales

In order to map this

process as accurately

and complete as

possible you will need

to think on a number

of subjects…

Page 12: Consultative Selling in B2B Technology Sales

First and foremost, what are you selling, why are you selling it and what problems does it solve for your buyer? By understanding your unique market position it will help you map out an effective sales strategy.

Positioning

Page 13: Consultative Selling in B2B Technology Sales

How are you going to create awareness, educate your target market and attract them to your offering? Think about meetings, conferences, product demos, webinars, email campaigns, social media and your website

Lead Generation

Page 14: Consultative Selling in B2B Technology Sales

What information do you need to separate a true lead from a prospect and also determine a lead’s buying persona?

At minimum you must qualify there is a need, true interest and the ability to buy

Lead Qualification

Page 15: Consultative Selling in B2B Technology Sales

At what stage should price be discussed? Remember to identify all purchase influencers. Do you deal with RFPs, buyers who apply for grants, or unique purchase rules imposed by Government, Academic or commercial institutions?

Bids and Proposals

Page 16: Consultative Selling in B2B Technology Sales

There will be an obvious point when it is appropriate to ask for a commitment. However, there are additional steps that must be included to ensure the deal goes through. Remember, its not a sale until the money is in the bank!

Commitment

Page 17: Consultative Selling in B2B Technology Sales
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Looking for help with your sales abroad? Consider working with Red Box Direct – not only can we help you improve your sales processes, but we will grow your business away from home.

Page 21: Consultative Selling in B2B Technology Sales

Red Box Direct operations are located in Europe, Asia and North America.

Learn more at www.redboxdirect.com

Red Box Direct Llc396 University Ave.Westwood, MA 02090USA

Red Box Direct LtdHilton House, 3 Ardee RoadRathmines, Dublin 6Ireland

Red Box Direct Asia Ltd Unit C, 10/F, Charmhill Centre 50 Hillwood Road, TsimshatsuiKowloon, Hong Kong

Page 22: Consultative Selling in B2B Technology Sales

Founders, Rory Geoghegan and Michiel Helmes, each have over 25 years experience in the technology sector.

Rory Geoghegan has extensive business development and sales management experience.

Michiel Helmes started his career as a Research Scientist and then progressed into commercial product development and sales.

[email protected]