Presentation on theme: "11 Selling Today Creating the Consultative Sales Presentation CHAPTER"— Presentation transcript: 1 11 Selling Today Creating the Consultative Sales Presentation CHAPTER Show
2 Learning Objectives Describe the characteristics of the consultative sales presentation
Explain how to determine the prospect’s needs Discuss the use of questions to determine needs Select products that match customer needs List and describe three types of need-satisfaction presentation strategies Present general guidelines for creating value-added presentations
3 Six-Step Presentation Plan 4 Strategic Planning Leads to Actions 5 Strategic Planning FIGURE 11.2
6 Four-Part Consultative Sales Presentation Guide 7 Need
Discovery FIGURE 11.4 8 Value of Questioning “The effective use of questions to achieve need identification and need satisfaction is the single greatest challenge facing most professional salespeople. The types of questions you ask, the timing of those questions, and how you pose them
greatly impacts your ability to create customer value.” 9 Types of Questions Survey Probing Confirmation Need-satisfaction
10 Survey Questions Information gathering questions designed to obtain this knowledge General survey questions Specific survey
questions Not to be used for factual information one could acquire from other sources prior to the sales call
11 Discussion Questions What sort of factual information should you research
and understand about the customer’s company before meeting with him/her? From what sources could you derive this information? For suggestions, see Monster.com. 12 Need Discovery Worksheet 13 Probing Questions Help to uncover and clarify the prospect’s buying problem and circumstances Are referred to as implication or pain questions and used more frequently in large, complex sales Help the salesperson and customer gain a mutual understanding of why a problem is important
14 Using Probing Questions 15 Confirmation Questions 16 Need-Satisfaction Questions 17 Listening and Acknowledging 18 Develop Your Active Listening
19 Selecting Solutions that Add Value 20 Match Specific
Benefits with Buying Motives 21 Configure a Solution Most salespeople
have variety of products 22 Appropriate Recommendations: Three Alternatives 23 Need Satisfaction: Selecting Presentation Strategy
24 Informative Presentation Strategy
25 Persuasive Presentation Strategy 26 Reminder Presentation Strategy
27 Developing Persuasive Presentations that Create Value 28 General Guidelines for Value-Added Presentations 29 Time Used by Salesperson 30 Review of
Strategies 31 Transactional Buyers Primarily interested in price and convenience What is the main focus of consultative sales presentations?The main goal of consultative selling is to help your prospects discover a solution to their problems. Asking questions is crucial for guiding them through this process.
What are the four major steps in the consultative sales process?You may unsubscribe at any time.. Step one: Positioning yourself as a trusted authority. To build up the all-important trust with a prospect, they need to know that you practice what you preach. ... . Step two: How to conduct in-depth prospect research. ... . Step three: Leading the conversation. ... . Step four: Building a tailored solution.. What is a consultative presentation?This is a way of letting the customer know the salesperson has thought about his previous conversation and is working on some ideas for problem-solving. A consultative salesperson doesn't ask for the customer's business during this casual presentation.
What is a consultative approach to sales?Consultative sales is a specific sales approach where reps act more like advisers than salespeople and recommend solutions to potential customers based on their needs and problems. Put more concisely, it's the process of selling a solution, not a product.
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