Consultative Selling Simplified

(5 Steps every Professional can use)

Question to you

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How many of you are in Sales?

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How many of you Sell?

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Research

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1 out of 9 workers work in Sales

6Source: Daniel Pink, To sell is Human

8 out of 9 workers are ‘indirect’ sales

Is she into Selling?

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Is he into Selling?

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Everyone is into SellingDirectly or Indirectly

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2 Goals for Today

1. Simplify Consultative Selling

2. Empower you with the 5 Steps Process

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What makes me an Expert?

11Aalok Gupta

13+Years of EXPERIENCE in consultative Sales

5Global Recognitions in Sales EXCELLENCE

1000sof Multi-million DEALS Won

Consultative Selling

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What is Consultative Selling

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Product Push Vs. Consultative Selling

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5 Steps of Consultative Selling

PEPSI

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Why are we meeting today?19

1. Identify the Purpose

Need

Problem

Issue

Why should he listen to you?20

2. Establish your Credibility

ExperienceEducation

Expertise

What is the ‘real’ problem?21

3. Probe to understand

Drill

Find

Research

How can you solve his problem?22

4. Present the Solution

Visualize

Describe

Demonstrate

Take & give your commitment on the next steps?

5. Initiate Action & Committment

Open

Conclude

Close

5 Steps of Consultative Selling

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5 Steps Process

Identify the PURPOSE

ESTABLISH your

Credibility

PROBE to understand

Present the SOLUTION

INITIATE Action &

Commitment

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Question to you

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How many of you Sell?

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I find it useful to remember, that everyone lives by selling something.

Robert Louis Stevenson

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Thank You!www.aalokgupta.com

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