WelcomeWelcome to:

Sales the Territory way

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PROGRAM OUTCOMES:

Participants will:

Understand the concept of consultative selling in the TIO context

Practicalize and demonstrate all the elements of consultative selling in the TIO context:

Provide feedback on the program and tailor it to their staff needs.

Prepare for the coaching component of the program.

Follow Up and ReinforcementOn the basis of the content of the program all participants will complete an action plan for their area.

Supervisor/managers will follow-up with every participant to ensure results are achieved.

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PROGRAM RULES – ADULT LEARNING

• Stick to the topic.• Allow people to have their say - listen respectfully.• Be honest – speak your mind.• Criticise the topic, not the person.• Manage by fact • What is said here stays here• No hidden agendas• Be polite• No baggage – look to the future• Involve everyone• Be prompt

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A FEW GOOD MEN

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PROGRAM APPROACH – ADULT LEARNING

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Coaching – GROW Framework

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COACHING SKILLS

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Consultative Selling

Consultative selling is a need-satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.

Consultative selling is a need-satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.

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How Consultative Sales People add value.

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Consultative Selling process

• Stage One – Preparation• Stage Two – Opening and Building Rapport.• Stage Three – Questioning for Needs.• Stage Four – Presenting Features and Benefits • Stage Five - Handling Objections• Stage Six – Closing the Sale.• Stage Seven – Follow Up

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Required Skills

• Quick positioning of the agenda• Uncover needs• Present & work through

alternatives• Qualify • Get closure and next steps

• Break the ice / establish rapport• Ask QUESTIONS• Really LISTEN• Rephrase and recap for clarity• Problem solve• Ask tough questions subtly• Be liked

Process People

Need to develop both

Consultative Selling Requires Both Process and People Skills

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Stage One - Preparation

• At TIO our preparation will take many forms according to the circumstances relating to the sale i.e.• Walk in customer• Over the phone• At an appointment

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Break – Monkey Business

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Call Reluctance

• Fear of taking social risks.• Fear of making presentations.• Feeling ashamed of sales.• Fear of intruding on others.• Intimidated by up market clients.• Fear of losing friends or family approval.• Fear of disturbing client relationships.

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Six Step Telephone Process

Step 1 Introduce yourself and your company.

Step 2 Remove the call curse.

Step 3 State the purpose of the call.

Step 4 An interest capturing statement.

Step 5 Request an appointment

Step 6 Overcome resistance

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Stage Two – Opening and Building Rapport

Rapport – Environment of harmony, consonance agreement or accord achieved through activities encouraging this result.

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Stage 3 – Establishing Needs through questioning and listening

Discovery questioning:

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Questions

Types of Questions

Open Questions – Questions that give the customer freedom to tell whatever they want.

Leading Questions – Lead the customer in the direction that you want.

Closed Questions usually good for yes or no answers.

Questioning Sequence

Situation – uncovers facts

Problem – help prospects define their problem

Implication questions – get prospects to discuss the problem and how it might be improved

Need – Payoff – Helps build the value of your proposed solution in the mind of the prospect

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Listening

• Hearing• Interpreting• Assessing• Responding

Levels of Listening

Ignoring

Selective Listening

Active Listening

Empathetic listening

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Whos on first

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Stage Four – Presenting Features and benefits

Feature – the characteristic of a product or service

WHAT THIS MEANS FOR YOU IS…..

Benefit – What value the product provides to the buyer

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Stage Three – Presenting Features and benefits

AND THERES MORE !!!!!!!!!!

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Stage Five – Handling Objections

Objection – An objection is anything that a prospect does tha t provides an obstacle to a smooth closing

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Objection handling – THIRD CORE

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Process for handling objections

Step One Confirm understanding

Step Two Acknowledge their point of view

Step Three Select a specific technique

Step Four Answer the objection

Step Five Attempt to close

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Closing the Sale

CLOSING – Is the process of helping people make a decision that will benefit them. You help them to do this by asking them to buy.

Only attempt to close when the customer is ready….LOOK for buying signals.

When they are ready to buy

• Spending time looking at one product type • Looking around for somebody to help them • Asking questions about the detail • Asking about price • Using possession language • Asking another person's opinion • Body state changes • Touching the money

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CLOSING

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