| |
| |
|
Sales Training Information |
|
|
|
Using the Consultative Approach to Gaining Sales
What do we mean by a consultative approach? When you hear the word "salesman", it usually brings to mind someone that is pushy and will not take no for an answer. If you stated you were in sales with a prospective client, it would likely turn him off. Yet, all businesses rely on their sales force to bring dollars into the firm. It is the sales force that makes the company run as there would be no inflow of cash without them. So how do you attack such an image problem? Actually the answer lies in the approach that you take when networking. Your job, even though it may be sales, is to act as a consultant and try to find the perfect fit for the client. This approach is called consultative selling and it works very well for anyone that tries it. I worked with a company that relied exclusively on the consultative approach; they had actually made the switch in order to fill seats in their very large training facility. The company was a major supplier of telephone services, and although people wanted to take the courses, they found them too expensive. This was mainly due to the approach they used. When they switched to a consultative role, they found that the number of people attending and paying for their training increased by 30 % or more. They no longer sold seats, they sold a concept that included training and follow-up to ensure what they taught was actually being implemented. This leads back to the idea of pricing your services based on value rather than an hourly rate. The follow-up portion of this method is actually the key to its success. The follow-up needs to be planned and time needs to be spent caring for the customer. It is not something you throw in to make the sale. You will need to record any discussions on how the follow-up process will work for you. A planned set of dates should be written down on your power page and then entered into your CRM software for milestone triggering. If you promise anything to the customer, write it down, put it in your calendar, and follow-through with your promises. Nothing turns clients off more than being ignored. Bette Daoust, Ph.D. has been networking with others since leaving high school years ago. Realizing that no one really cared about what she did in life unless she had someone to tell and excite. She decided to find the best ways to get people's attention, be creative in how she presented herself and products, getting people to know who she was, and being visible all the time. Her friends and colleagues have often dubbed her the "Networking Queen". Blueprint for Networking Success: 150 ways to promote yourself is the first in this series. Blueprint for Branding Yourself: Another 150 ways to promote yourself is planned for release in 2005. For more information visit http://www.BlueprintBooks.com
MORE RESOURCES:
Sales-Training - Google News |
|
|
|
RELATED ARTICLES
Success Secrets Of A Famous Vacuum Salesperson I have to admit, I have an 'addiction'.Sometimes this addiction keeps me up to 3 am, sometimes it causes me to work 7 days a week. How to Maximize Sales by Minimizing Windshield Time During the late 1980's I was a field sales representative for a computer distributor, selling computer systems and peripherals in and around Los Angeles, California. The traffic was horrendous, and the time I wasted driving to and from appointments just drove me crazy (no pun intended). The Makings of a Salesman Salesmanship is the force that moves business. Without it all business would be at a stand-still. Cross-selling for Increased Sales, Profits, and Customer Satisfaction Cross-selling - the art of selling for non-salespeopleCross-selling is the act of selling related products at the time and point of sale. Here's a couple of examples:You buy trousers, the salesperson offers you the shirt, tie, cufflinks, shoes? You buy a computer, the sales person offers you a printer, scanner, software? When done well cross-selling will dramatically improve your sales, profits and customer satisfaction. The "Shocking" Sales Strategy of Saying THANKS! I would like you to begin thinking of mailboxes in a new way. Contrary to popular belief - it isn't a symbol of an inept postal service. The Processionary Caterpillar Syndrome Costs You Sales? Some years ago I read and interesting story that illustrated why many of the sales and service industry professionals that invest their time and money in my personal telephone coaching sessions ( http://www.TheSellingEdge. 10 Killer Ways To Multiply Your Sales Would you like to multiply your web site sales? Or course you would, who wouldn't? :) Then take a close look at the following 10 killer ways to multiply your sales.. Increase Sales - Overcoming Barriers Ever thought to yourself, "If only my team members would complete the tasks that we mutually agreed to in our action plan."Most managers have felt this way about certain employees at some point in time. 7 Sales Techniques To Differentiate You From The Competition You have a choice. You can stand out or blend in with your competitive landscape. How to Sound Just Like a Salesperson Prospect - "So now that I've told you what we are looking for, do you think that you can help us with this?" You - "Absolutely!" (or) You - "Definitely!" (or) You - "You have come to the right place Mr. Prospect" Answering questions about your capabilities with enthusiastic affirmative responses makes you sound just like a salesperson. Quick Tips On Handling Rejection Looking for a way to handle rejection?Edward W. Smith, motivational speaker, author and TV show host, who specializes in quick tips on how to move your life ahead even faster, offers the following advice. Top 5 Low Cost Ways To Get More Sales Leads And Sell More Without Cold Calling Cold calling may now be outdated. People have become defensive to cold calls and not many respond to them anymore. Selling More Effectively as a Trusted Sales Professional - Thirteen Tips Do you want to sell more successfully using an honorable and straightforward approach? Read these thirteen sales tips to help you be perceived as a trusted sales professional by buyers. Incorporating these sales tips into your selling process will differentiate you from the rest and help you sell more successfully. 8 Must Questions to Ask in Every Sales Situation Solving people's and organization's problems is ultimately what business is all about. Effective selling involves defining your existing or potential customer's problems. Multiply Your Sales When Thomas Edison's light bulb finally burned for 45 straight hours he said, "If it will burn that number of hours now, I know I can make it burn a hundred."What does this have to do with internet marketing?Everything. Your Sales Process Isnt A lot of energy is expended within selling organizations as they try to identify, adopt, and administer a sales process that works for them. The holy grail of selling is to find a foolproof method for creating a customer, the ultimate finished product of the perfect sales process. 3 Basic Secrets That Will Explode Your Sales This Year In this article, I would like to talk about the three "well-known but often ignored" secrets for creating a successful product.These secrets are still valid in real world as they are online. Increase Your Sales Without Spending Another Cent Many home business owners lament they don't have enough cash to pay for online advertising to propel their business forward. Before slipping down this foolhardy slope, make sure you are being the best you can be and doing the best with what you already have. Is It Time To Rethink Your Sales Training Program or Is Your Sales Training Delivering Results? Sales is still a must for any company who wishes to stay in the marketplace. A recent Internet search uncovered over 471,000,000 hits on the words sales or selling. Equal Chance of Winning The Sale? Bah! Are you going to win this deal? With just less than 3 weeks left in December, I am sure that you are really busy closing out your year-end sales. This has been a tough year for many people.
|
| home | site map |
| © 2006 |
