1.
CONSULTATIVE SELLING The Good The Bad … and the Salesperson

2.
Agenda <ul><li>Look at how negotiation started </li></ul><ul><li>Identify why we negotiate </li></ul><ul><li>Establish personality types </li></ul><ul><li>Confidence </li></ul><ul><li>Planning to negotiate </li></ul><ul><li>Tactics </li></ul><ul><li>Closing </li></ul>

3.
What do YOU want to get out of today? Ask the question!

4.
What Don’t You Like About Sales People What Do You Want In Your Salesperson

5.
Dysfunctional Selling has led to Dysfunctional Buying

6.
What does your client really want?

7.
“ A salesman? Tell him I’m too busy – we have a battle to win!”

8.
What makes a good salesperson? <ul><li>Understand self </li></ul><ul><li>Understand others </li></ul><ul><li>Adapt and connect </li></ul><ul><li>BECOME A TRUSTED BUSINESS ADVISOR </li></ul>

9.
Selling Process <ul><li>Rapport </li></ul><ul><ul><li>Adapt and connect with the person/people </li></ul></ul><ul><li>Relationship </li></ul><ul><ul><li>Build trust and credibility by asking appropriate questions and listening </li></ul></ul><ul><li>Result </li></ul><ul><ul><li>Match product/service to identified needs </li></ul></ul>

10.
Fold Your Arms!

11.
The Four Humours Melancholic Choleric Phlegmatic Sanguine

12.
Psychological Preferences <ul><li>Introversion – Extraversion </li></ul><ul><li>how we react to inner & outer experiences </li></ul><ul><li>Thinking – Feeling </li></ul><ul><li>how we make decisions </li></ul><ul><li>Sensation – Intuition </li></ul><ul><li>how we take in & process information </li></ul>Carl Gustav Jung 1875-1961

13.
The Insights - Colour Energies Competitive Demanding Determined Strong-willed Purposeful Driver Sociable Dynamic Demonstrative Enthusiastic Persuasive Expressive Caring Encouraging Sharing Patient Relaxed Amiable Cautious Precise Deliberate Questioning Formal Analytical

14.
<ul><li>On a bad day… </li></ul>The Insights - Colour Energies Aggressive Controlling Driving Overbearing Intolerant Excitable Frantic Indiscreet Flamboyant Hasty Docile Bland Plodding Reliant Stubborn Stuffy Indecisive Suspicious Cold Reserved

15.
Body Language

17.
Tonal Clues <ul><li>Clear, business-like, challenging and possibly abrupt </li></ul><ul><li>Soft, sincere and interested. Pauses before answering </li></ul><ul><li>Loud with enthusiastic tonality. Smiles and expression </li></ul><ul><li>Quiet and uninflected. Relatively slow delivery which may trail off </li></ul>

18.
Sales Abilities (and your Demons too!) Focussed and 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 Presentation Building 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 Researching Accuracy & Organisation Questioning Minimising Risk Database Management Fails to Inspire Too Formal Lack of Excitement Hung up on Process Too Fast Paced Not Prepared Follow ups forgotten Talks too much

19.
Prime Commercial Realities <ul><li>Make More Money </li></ul><ul><li>Save More Money </li></ul><ul><li>Save More Time/Increase Efficiency </li></ul><ul><li>Comply with laws </li></ul>

20.
Business Issues – the full list: <ul><li>Problems </li></ul><ul><li>Goals </li></ul>Any early solution/answer (including their own) is potentially without value

21.
Yes The sun A Ford Mondeo Your brother 9 1/2 centimetres 5 24% Absolutely not Steak and chips Around 620,000 per year Alex Jarmolkeiwich MC 2 If these are the ‘answers’ - what’s missing?

22.
SALESSUCCESSISNOWHERE woman without her man is worthless

23.
SALES SUCCESS IS NOW HERE Woman. Without her, man is worthless

24.
SALES SUCCESS IS NOWHERE Woman, without her man, is worthless

25.
They smashed into a bank… … and stole £100,000 … and the boat was a write off

26.
QUESTIONS… High quality enquiry leads to high quality solutions

27.
Dare You Go In Naked!

28.
<ul><li>How’s Business? </li></ul><ul><li>Tell me more… </li></ul><ul><li>What do you mean by…? </li></ul><ul><li>What’s the impact of that? </li></ul><ul><li>Where does it show up? </li></ul><ul><li>Who else is affected (would they agree?) </li></ul><ul><li>How do you measure this? </li></ul><ul><li>What is it now? </li></ul><ul><li>What should it be? </li></ul><ul><li>What is the difference in £? </li></ul>Andy’s Top Ten Questions

29.
Return on Investment Price Cost Fee Rate vs. Value

30.
PRICE vs VALUE <ul><li>Price = what it costs </li></ul><ul><li>Value = what it’s worth </li></ul>ACE 953

31.
<ul><li>Not </li></ul>INVOICE: To: Hitting machine with hammer. £1 To: Knowing where to hit. £699 TOTAL: £700

32.
Customer Care… A conversation

33.
Overcoming Objections SLOW DOWN! OK go ahead No sale here (today)

34.
If you see it, say it

35.
<ul><li>Initial Purchase </li></ul><ul><li>Up-purchase </li></ul><ul><li>Cross-purchase </li></ul><ul><li>Frequency </li></ul><ul><li>Longevity </li></ul><ul><li>Referral </li></ul>Lifetime Customer Value £10 £15 £10 X 10 5 years £!!!

36.
The Power of Referrals 67,108,864

37.
<ul><li>BE BRIEF, BE BRIGHT, BE GONE! </li></ul>

38.
<ul><li>INVOLVE ME! </li></ul>

39.
<ul><li>SHOW ME YOU CARE! </li></ul>

40.
<ul><li>GIVE ME THE DETAILS! </li></ul>

41.
The Golden Rule SELL unto others as you THEY would be sold unto

42.
Stop, Start, Continue

43.
CONSULTATIVE SELLING The Good The Bad … and the Salesperson