2. Module 1: Introduction to SMART (Chapters 1 - 2)
Module 2: Consultative Selling (Chapters 3)
Module 3: Building Your Consultative Sales Message (Chapters 4 - 9)
Module 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses (Chapters 10 - 15)
Module 5: Managing the Sales Process (Chapter 16)
Module 6: Cold Calling (Chapter 17)
Module 7: Email Prospecting (Chapter 18)
Module 8: Voicemail Strategy (Chapter 19)
Module 9: Getting into New Accounts (Chapter 20)
Module 10: Dealing with Objections (Chapter 21)
Module 11: Getting Around Gatekeepers (Chapter 22)
Module 12: Qualifying the Prospect (Chapter 23)
Module 13: Closing (Chapter 24)
Module 14: Networking (Chapter 25)
Module 15: Prospecting on LinkedIn (Chapter 26)
Module 16: Improving Mental Strength (Chapter 27)
3. 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
4. Hi [Prospect Name],
I am a Senior Account Manager with [Company Name].
We provide:
• [Product 1]
• [Product 2]
• [Product 3]
I am reaching out to see if you need what I sell.
Can I schedule a 20 to 30-minute meeting with you to try to get you to buy what I sell.
Best Regards,
XXX XXX
XXXXXX
15. Benefits
Product Selling
Product
Company
Features
Functionality
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
17. 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 deflect objections
18. Product Selling Consultative Selling
Company
Product
Features
Benefits
Goal: Get Customers
Value
Pain Points
Questions
Product
Company
Name Drop
Goal: Starting Conversations /
Next Step in Process
20. Consultative Selling May Appear More Difficult
• It is easier to talk about the product
• Difficult to know what questions to ask
• Can be difficult to know what benefits to
talk about
• Can be unclear what pain points to look for
• Trigger less guardedness
• Face less objections
• Experience less rejection
• Better quality leads
• Closing will be easier
• Can create a sales message
More Difficult? Or Is It Easier?