CONSULTATIVE

SELLING

The Good

The Bad

…and the Salesperson

Agenda

What we REALLY Think of sales people

The Selling Process

Behaviour and selling

Commercial Realities

Go in Naked!

Establishing True Value

The Goldmine of Existing Clients

What do YOU want to get out of today?

Ask the question!

What Don’t You Like About Sales People

What Do You Want In Your Salesperson

Dysfunctional Selling has led to

Dysfunctional Buying

What does your client really want?

“A salesman? Tell him I’m too busy – we have a battle to win!”

What makes a good salesperson?

• Understand self

• Understand others

• Adapt and connect

• BECOME A TRUSTED BUSINESS ADVISOR

Selling Process

• Rapport

• Adapt and connect with the person/people

• Relationship

• Build trust and credibility by asking appropriate questions and listening

• Result

• Match product/service to identified needs

Fold Your Arms!

Melancholic Choleric

Phlegmatic

Sanguine

The Four Humours

Psychological Preferences

Introversion – Extraversion

how we react to inner & outer experiences

Thinking – Feeling

how we make decisions

Sensation – Intuition

how we take in & process information

Carl Gustav Jung1875-1961

The Insights - Colour Energies

CompetitiveDemandingDeterminedStrong-willedPurposefulDriver

SociableDynamicDemonstrativeEnthusiasticPersuasiveExpressive

CaringEncouraging

SharingPatient

RelaxedAmiable

CautiousPrecise

DeliberateQuestioning

FormalAnalytical

On a bad day…

AggressiveControllingDrivingOverbearingIntolerant

ExcitableFranticIndiscreetFlamboyantHasty

DocileBland

PloddingReliant

Stubborn

StuffyIndecisiveSuspicious

ColdReserved

The Insights - Colour Energies

Body Language

Tonal Clues

Clear, business-like, challenging and possibly abrupt

Soft, sincere and interested. Pauses before answering

Loud with enthusiastic tonality. Smiles and expression

Quiet and uninflected. Relatively slow delivery which may trail off

Sales Abilities (and your Demons too!)

Focussedand Reliant

Handling Objections

Closing

Creating Urgency

Getting Appointments

Setting Clear Targets

Persuasion

Creating Opportunities

Visualisation

Forgets about the Relationship Impatient Forces Quick Decisions Overbearing

Encouraging

Big Picture Motivation

Flexibility

Enthusiastic PresentationBuilding Trust

Long Term Relationships

Maintaining Contact

Listening

Understanding of Needs

Clarifying Details

Time Planning

Loses Focus on Objective Dislikes Objections Dislikes Strict Targets Hates Rejection

Meeting Concerns

ResearchingAccuracy & Organisation

Questioning

Minimising Risk

Database Management

Fails to Inspire Too Formal Lack of ExcitementHung up on Process

Too Fast Paced Not Prepared Follow ups forgottenTalks too much

Prime Commercial Realities

1. Make More Money

2. Save More Money

3. Save More Time/Increase Efficiency

4. Comply with laws

Business Issues – the full list:

• Problems

• Goals

Any early solution/answer (including their own) is potentially without value

Yes

The sun

A Ford Mondeo

Your brother

91/2 centimetres

5

24%

Absolutely not

Steak and chips

Around 620,000 per year

Alex Jarmolkeiwich

MC2

If these are the ‘answers’ - what’s missing?

SALESSUCCESSISNOWHERE

woman without herman is worthless

SALES SUCCESS IS NOW HERE

Woman. Without her,man is worthless

SALES SUCCESS IS NOWHERE

Woman, without herman, is worthless

They smashed into a bank…

…and stole £100,000…and the boat was a write

off

QUESTIONS…High quality enquiry leads to high quality solutions

Dare You Go In Naked!

1. How’s Business?2. Tell me more…3. What do you mean by…?4. What’s the impact of that?5. Where does it show up?6. Who else is affected (would

they agree?)7. How do you measure this?8. What is it now?9. What should it be?10.What is the difference in £?

Andy’s Top Ten Questions

Return on Investment

Price Cost Fee Rate vs.

Value

PRICE vs VALUE

• Price = what it costs

• Value = what it’s worth to them

ACE 953

• Not

INVOICE:

To:Hitting machine with hammer.

£1

To:Knowing where to hit. £699

TOTAL:

£700

Customer Care…

A conversation

Overcoming Objections

SLOW DOWN!

OK go ahead

No sale here (today)

If you see it, say it

• Initial Purchase

• Up-purchase

• Cross-purchase

• Frequency

• Longevity

• Referral

Lifetime Customer Value

£10

£15

£10

X 10

5 years

£!!!

The Power of Referrals

67,108,864

BE BRIEF, BE BRIGHT, BE

GONE!

INVOLVE ME!

SHOW ME YOU CARE!

GIVE ME THE DETAILS!

The Golden Rule

Stop, Start, Continue

CONSULTATIVE

SELLING

The Good

The Bad

…and the Salesperson