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How to Become a Consultative Salesperson
Michael HalperFounder and CEO
SalesScripter
What is Consultative Selling?
Product Selling• Focuses on talking about the product
• “All about me” approach
• Assumes that every prospect needs the product
• Tries to sell the product to every prospect
• Focuses on selling products to prospects
• Tries to sell the product at every sales process step
• Salesperson does most of the talking
• Pitch centers around explanations and descriptions
• Talks about the product to try to make the prospect
interested
• Focuses on the salesperson’s interests
• Tries to overcome objections
Consultative Selling
Some Examples
Hello ___, this is John with Mary’s Bookkeeping. How are you doing?
We provide bookkeeping, CPA, and Tax services.
I would like to schedule a meeting with you to discuss your bookkeeping and tax needs.
Are you available on Tuesday morning?
Thanks for connecting. A lot of new things are going on with my company and I would like to share them with you in the near future.
We help business owners acquire financial freedom in their business through coaching, training and personal development. I welcome the opportunity to work with you.
Hi Michael,XXX specializes in accounting and financial services at affordable rates.
We have experienced CPAs, and staff to handle all your bookkeeping, financial and tax needs.
We offer per hour as well as dedicated outsource staff at a lower payroll cost then any in-house staff.
Take advantage of our current 30% off any service, ends July 30, Book keeping rates start at $15/hr(after discount).Free trial, if you are not satisfied after 10hours of work, then you don't pay.Call us at XXXXXXXXXX
Hey,
I would like to introduce myself as a part of XXXX - A leader in data driven marketing solutions. If you're looking to acquire new customers or launch a new product or expanding your target market, you can gain access to all relevant databases from our repository of more than 32 million datasets worldwide.
Do, let me know a good time to connect over the Phone and Email to discuss further strategies for your business.
We also provide Integrated Marketing Solutions like:SEO (Search Engine Optimization)Digital MarketingEmail MarketingWeb DevelopmentEmail AppendingData Provisioning360 Degree ProfilingEmail Verification & validationMultichannel Prospect ListsHTML Design/Creative ServicesMarket ResearchEvent Marketing ServicesCRMSales Lead
I hope everything is going great and thank you for connecting with me! I wanted to reach out and ask how you are handling your payroll and HR for your company? I am sure you have everything taken care of, but if there is any opportunity for myself and XXXXXX to earn your business, I would love to talk with you about what myself and XXXXXXX has to offer a business your size.
I can be reached at XXXXXXXXX or XXXXXXXXX. What is the best way to reach you? I look forward to hearing from you!
Hey Michael, I hope you’re doing well today. I’ll keep this short and to the point: we recently launched [product name] after three years of development. It's a total game changer. Basically, [product name] uses [product explanation]. It's a self-service platform unlike anything you may have seen. The kicker is that our service is inexpensive and fast. Do you have time this week for a quick call or demo to discuss how we could help you?or can you tell me who I should speak with? Best,[contact name]
Ben
efits
Why do we do this?
Prod
uct
Com
pany
Feat
ures
Func
tiona
lity
What we say when talking with prospects
Very inward focused – me, my product, my company
• Foundation of knowledge• Focus of training• Wealth of experience• Where we have interest• What leads to us getting
paid
• Introductions• Cold calls• Emails• Networking• Company website• Social media• Presentations
It is what we are trained to do
What is Consultative Selling?
Product Selling• Focuses on talking about the product
• “All about me” approach
• Assumes that every prospect needs the product
• Tries to sell the product to every prospect
• Focuses on selling products to prospects
• Tries to sell the product at every sales process step
• Salesperson does most of the talking
• Pitch centers around explanations and descriptions
• Talks about the product to try to make the prospect
interested
• Focuses on the salesperson’s interests
• Tries to overcome objections
Consultative Selling• Focuses on talking about the prospect
• “All about the prospect” approach
• Questions if the prospect needs the product
• Tries to find prospects that are a good fit
• Focused on providing solutions to prospect’s needs
• Trying to sell the next step in the sales process
• Prospect does most or equal amount of talking
• Pitch centers around probing sales questions
• Talks about benefits, problems, ROI, client
examples to make prospect interested
• Focuses on the prospect’s interests
• Tries to redirect objections
Consultative Selling is Not Easy
• What questions to ask?
• Can be a lot of different types of customers
• It can be difficult to have business conversations
• Can be unclear what pain points to look for?
Inte
rest
An Alternative ApproachVa
lue
Pain
Qua
lify
Cre
dibi
lity
Obj
ectio
ns
Prospect Focused
What we say when talking with prospects
• Get outside your comfort zone
• Identify how you help • Focus on the problems
that you solve
• Introductions• Cold calls• Emails• Networking• Company website• Social media• Presentations
Building Your Email Messages
Early Sales Process StagesStage Goals
Initial Contact
Cold CallInbound CallEmailEvent
2 to 5 minutes80% on prospect20% on you
Appointment
Phone CallFace-to-FaceDiscovery
20 to 30 minutes50% on prospect50% on you
Presentation
DiscoveryPresentationDemonstration
1 to 2 hours20% on prospect80% on you
Pre-QualifyGather high-level informationBuild interest in having conversationSchedule an appointment
Pre-Qualify (Cont.)Hard QualifyGather detailed Information (Discovery)Build interest in meetingSchedule a presentation
Sell ProductMap out Next StepsClose (Sale or agreement to move forward)
How
How
How
How
How
Key Takeaways
• It is about knowing what questions to ask
• Making it more about the prospect than about you
• Look for the problems that you can help to solve
• It is about looking for the prospects that need your product
SMART Sales System
SMART
ales
essaging
nd
esponse
actics
SMART Sales System
SMART Sales System
Sales Methodology Software Platform Professional Services
SMART Sales System
Sales Methodology Software Platform Professional Services
SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Training
• Recorded Training Videos
• Live Sales Training (virtual)
• Live Sales Training (in-person)
• Custom Sales Training
SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Consulting
• Sales Pitch Development
• Sales Process Mapping
• Script Assessment
Sales Coaching
• One-on-One Sales Coaching
• Weekly coaching
• Coaching Hour Blocks
