How to increase your conversions by using the principles of consultative selling
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By Antoine Dupont CEO – ADMIN eSOLUTIONS
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Transcript of How to increase your conversions by using the principles of consultative selling
By Antoine DupontCEO – ADMIN eSOLUTIONS
About meCEO of ADMINeSOLUTIONSWeb & Marketing AgencySpecialize in Small BusinessesBeen in Internet Marketing since 1996Originally from Paris, FranceBumper sticker should say:
“I’d rather be playing Tennis”@adupont65 – Instagram & TwitterFacebook.com/antoine.dupont
Agenda
1. Sales Job Description2. Simple Psychology3. Profiling 4. What is Consultative Selling5. Six Key Principles6. Q&A
What is that???
Professionally helping other people to BUY!
People like sellers who:
• Show concerns• Ask intelligent questions• Relate service to their specific need• Are friendly & confident…not pushy
People hate to be sold to…
…but they love to buy!
1-The Order Taker
2-The Product Pusher
3-The Over Seller
4-The Problem Solver
How to Communicate
All Sales are based on…
20% Logic
80% Emotion
Tools
Modalities
Match & Mirror
But don’t mimic!
Disc Profiling
Behavioral Style
“Let’s just go for it.”
DirectDirect
All about Results All about Results
Bottom Line Bottom Line OrientedOriented
OrganizersOrganizers
Self StartersSelf Starters
How do D’s make decisions?How do D’s make decisions?
Selling to a “D”
Selling to a “I”“Let’s go ahead and do it, things are going really
well in our business. I just feel it’s right!”
EnthusiasticEnthusiastic
OptimisticOptimistic
Friendly Friendly
Team PlayersTeam Players
How do I’s make decisions?How do I’s make decisions?
Selling to a “S”“Great idea. Let’s
get everyone together and create
a detailed plan of action!”
How do S’s make decisions?How do S’s make decisions?
AmiableAmiable
Service Oriented Service Oriented
StableStable
DependableDependable
Selling to a “C”“ I don’t know, we have procedures and rules
that are intended to be followed! Let’s look
them up!”AnalyticalAnalytical
Fact FinderFact Finder
High High
StandardsStandards
Detail Detail
OrientedOrientedHow do C’s make decisions?How do C’s make decisions?
Be more interested
…than interesting!
Listen more…
…than you talk!
Ask Why
Mostly we start with WHAT, maybe HOW, rarely WHY
However, People don’t buy what you do, they buy WHY YOU DO IT!
Recreate…
…listen to feelings & intention and recreate that!
1 - Research
• What CMS?• Optimized?• Mobile responsive?• How old?• Etc…
2 - Ask
• Don’t assume anything • Open-ended questions• Who, What , Where, How, When & WHY?
3 - Listen
• Always. Be. Listening.• Take Notes
4 - Recreate
• Repeat all the concerns• What I heard you say…• Let me make sure I got this right…
5 – Make Offer
• Based on what I heard…• Our best solution for you is…
6 – Close
• Deal with objection• Draft Agreement or move on
Does that fit with what you had in mind?
Don’t try to convince
What makes you unique?
Word not allowed: Affordable, Competitive, Best Value, Excellent Customer Support, Unique,
Best in Class
What role does the website play in bringing
new business?
What does a qualified lead looks like
for your business?
What is the value for a new customer in your business?
How many new customer can your
business handle today?
Antoine Dupont Facebook.com/antoine.dupont Youtube.com/adupont9999 Instagram.com/adupont65
www.adminesolutions.com
