The Joy of the Sale

Joy of Sales Sales rep as the true business advisor

Consultative Selling Definition ,[object Object],[object Object]

Building on the fundamentals ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Moving towards... 3 Changing from... The 21 st Century Sales Call 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 Art of Sales ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Traits of a Business Advisor ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Sales Representative is like a Chameleon

Some tips to make the art of sales even more joyful ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Joy of the Sale

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The Joy of the Sale