Consultative Selling Presentation

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reedfontenot

Consultative/Dialog Selling How can we make our calls Consultative/Dialog sales calls?

Key Components of Consultative/Dialog Selling ,[object Object],[object Object],[object Object],[object Object],[object Object]

Where Are We Now? ,[object Object],[object Object],[object Object]

What Do We Need to Sell? ,[object Object],[object Object],[object Object]

Who Can Help Us Sell? ,[object Object],[object Object],[object Object]

When Are My Best Chances To Sell? ,[object Object],[object Object],[object Object]

How Do I Sell? ,[object Object],[object Object],[object Object],[object Object],Safety!!! Efficacy!!! Cost!!! Managed Care!!!

WHY? ,[object Object],[object Object],[object Object],[object Object]

Fact #1-Doctors Write for 4 Reasons Only! ,[object Object],[object Object],[object Object],[object Object],[object Object]

Fact #4 ,[object Object],And then I said….

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12 Sales Prospecting Mistakes. Poor management of the prospecting process results in poor management of the entire sales process. In that sense, it is very important that sellers and companies concentrate their time and resources on opportunities that really are, on those that have the best chance of winning. For this, and among many others, you can find here some mistakes to avoid in this important phase. I hope you like it! Find out more: 51 Sales Tips http://relinks.me/B07DL8MFL1

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Most companies only consider their customers rational behavior, however, the key to successful value-based selling is understanding the difference between what people say they want – their explicit wants, such as lower prices - and what they are implicitly asking for, which could be recognition that they’re important, want genuine dialogue and feel the need to be taken seriously. Emotional understanding goes beyond the obvious explicit requests. The value that customers perceive they are getting from your company therefore depends not only on their rational analysis of the product or service but also on their emotional response (“How will this make me feel?”) and their social response (“How will it make me look?” - “What will others think of me?”).

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Who Should Attend: Anyone who is new to professional selling and looking for the tools, techniques and advantages that will get them off to a faster start in their sales career. Those who encounter a variety of customer and prospect attitudes and reactions in the course of their workday and wish to broaden their coping skills. Participants who wish to strengthen their ability to work under pressure and manage adversity with ease. Those wanting to gain a better understanding of how the human mind works so that they are able to tap into their own potential and also be more in tune with how their customers think and behave. Anyone seeking ideas that they can use to make it easier for them to sell to a higher percentage of prospects at a greater frequency. People who want to minimize turmoil and feel a greater sense of emotional serenity. Sales people who want to improve their understand how to maintain a positive frame of mind during the majority of the workday.

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Finding prospect pain is one key to generating more leads. But it is not easy because prospects can be reluctant to share challenges and often don't even know what pain they have. If you would like to learn how to get your cold calls, emails, voicemails, and first appointments more centered around the prospect's pain points and challenges, you may want to watch this webinar recording on "How to Use Prospect Pain to Generate Leads". In this training session, we will: Provide a process to help identify the pain points you solve Explain how to get prospect pain to be the center of the conversation Share examples of call scripts, voicemail scripts, and email

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