Joy of SalesSales rep as the true business advisor

Consultative Selling Definition

“Consultative Selling is the sales method that supports complex buying decisions by providing expert guidance from trusted advisers.”

- Paul Johnson

Building on the fundamentals

Personal Relationship and trust Adapt language to that of the customer Identify their business needs Identify opportunities to maintain, up-sell, cross-sell and increase revenue Illustrate value to the customer See objections as opportunities Thrill of getting to a ‘yes’ Pride of winning that customer

Moving towards...

3

Changing from...

Traditional Selling

Transaction based

Short term sale focus

Product centered

Depends on “smoothness” of rep

Focuses on closing

Interaction between buyer and seller is competitive

Salesperson is self-interest oriented

Customer decision criteria are price and convenience

Customer can resent time spent with sales rep

Consultative Selling

Relationship based

Long term focus

Solution centered

Depends on integrity, trust

Focuses on adding value

Interaction between buyer and seller is collaborative.

Salesperson is customer-oriented

Customer demand expertise, advice and customisation during the sales process

Customer insist on multiple meetings with sales rep

The 21st Century Sales Call

The Art of Sales

Passion Pride Commitment Dynamic Proactive Desire to succeed Thrill of the deal Fulfilling and rewarding Challenge

Traits of a Business Advisor

Good customer service and care about the customerProvide maximum value and demonstrate return on investmentConsistentHave a structured approachFollow up support and after sales serviceBusiness PartnershipTime management is a skill every great business advisor must possess They instil trust in the people they meetProduct knowledge is a must for every great consultantA great business advisor is one who is organised Every great business advisor possess excitement and motivation and a desire to win

The Sales Representative is like a Chameleon

Some tips to make the art of sales even more joyful

Always take the opportunity to learn moreDon’t let rejection get to youBe passionate about what you sellRemember its about the networkingDon’t forget the perks of the jobFind a mentorThe cardinal rule of sales: “The customer always comes first”.

Questions & Answers