tremron consultative sales excellence

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Consultative Sales Excellence : Rules of the Road

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Page 1: Tremron Consultative Sales Excellence

Consultative Sales Excellence : Rules of the Road

Page 2: Tremron Consultative Sales Excellence

What is “Excellence” to you?

2

Page 3: Tremron Consultative Sales Excellence

Continuum Of Excellence

Valuable Unusual Unique Outstanding Superior Best in The World

2

Page 4: Tremron Consultative Sales Excellence

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

Page 5: Tremron Consultative Sales Excellence

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

2

Read page 2

Page 6: Tremron Consultative Sales Excellence

Good to Great

5

Page 7: Tremron Consultative Sales Excellence

K N L

Page 8: Tremron Consultative Sales Excellence

5 Ways to Run or Ruin a Company

• Vision• Communication• Performance• Execution• Customer Focus

5

Page 9: Tremron Consultative Sales Excellence

Second watchword of Excellence…

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Page 10: Tremron Consultative Sales Excellence

The third watchword of Excellence…

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Page 11: Tremron Consultative Sales Excellence

Sales Excellence = Becoming a category of ONE

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Success in sales is about having the right mindset

Page 13: Tremron Consultative Sales Excellence

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!

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Page 14: Tremron Consultative Sales Excellence

The Goal: Trusted Advisor

• 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

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Page 15: Tremron Consultative Sales Excellence

Trusted Advisor

Unique Value-Added

Solutions

Expert on the Customer

Expert on Your Products & Services

Expert on Your Industry

General Business Knowledge

Perceived Value

LOW / NO

MEDIUM

TRUSTED ADVISOR

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Page 16: Tremron Consultative Sales Excellence

Are you a sales winner?

Please take the audit on pages

11 - 13

11

Page 17: Tremron Consultative Sales Excellence

Competence

RespectDis-trust

Affection TRUST

HIGH

LOW

LOW HIGH

Concern

The 4 Cs of TRUST

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Page 18: Tremron Consultative Sales Excellence

The Mantra of the Trusted Advisor

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

Page 19: Tremron Consultative Sales Excellence

Technique is NOTHING…

Intent is EVERYTHING!!

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Page 20: Tremron Consultative Sales Excellence

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

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Exact Right Solution

15

Page 22: Tremron Consultative Sales Excellence

No Guessing!

Read page15

Page 23: Tremron Consultative Sales Excellence

Clarifying expectations is critical…

OPUD vs. UPOD

NITB

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Forget about your company, products and services…

FearlessFlexible

Fun

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Page 25: Tremron Consultative Sales Excellence

Slow Down for Yellow Lights

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Page 26: Tremron Consultative Sales Excellence

Lose Early

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Page 27: Tremron Consultative Sales Excellence

Follow the ORDER

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

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Page 28: Tremron Consultative Sales Excellence

Handling Objections

NITB

Page 29: Tremron Consultative Sales Excellence

Workshop

What are the top 3 objectionsthat you get most often?

Page 30: Tremron Consultative Sales Excellence

Expert Questioning

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Page 31: Tremron Consultative Sales Excellence

Read pages 22 and 23

Page 32: Tremron Consultative Sales Excellence

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 24 - 26

Page 33: Tremron Consultative Sales Excellence

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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Page 34: Tremron Consultative Sales Excellence

The SCCCS Model

Please study the chart on page 28

Page 35: Tremron Consultative Sales Excellence

Situation Questions: page 29

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Page 36: Tremron Consultative Sales Excellence

What are the main challenges your customers face?

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Top 3 Challenges questions?

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How can you AMPLIFY the costs?

More /LessBusiness / Personal

MoneyResources

TimePeople

CustomersOpportunities

RiskStress

SuccessHappiness

Achievement

Pages 32 - 24

Page 39: Tremron Consultative Sales Excellence

Customer Needs Questions: 35

35

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A review of the process: Page 36

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

CustomizedNeeds Analysis

Agenda

Page 42: Tremron Consultative Sales Excellence

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. Total Tree Solutions Service Offerings

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Page 43: Tremron Consultative Sales Excellence

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

Page 44: Tremron Consultative Sales Excellence

Sales Secrets pages: 38 - 45

Page 45: Tremron Consultative Sales Excellence

Questions ?