Overview Of Consultative Selling Approach Training Ppt

Slide 1

This slide explains about consultative selling. It highlights that consultative selling is concerned with guiding prospects to the best solution for them and the salesperson acts as a consultant, encouraging prospects to make their own decisions

Slide 2

This slide differentiates between consultative and traditional selling. It mentions that consultative selling is prospect-focused, requires active listening, and offers customized solutions, whereas traditional selling is product-focused, employs a standard sales pitch, and offers a one-size-fits-all solution.

Slide 3

This slide depicts the major consultative selling skills. The skills are curiosity, active listening, and balancing questions.

Slide 4

This slide depicts curiosity as a major consultative selling skill. It highlights that a salesperson should be genuinely curious about their prospects' issues. It also mentions the questions salesperson need to prepare before meeting the prospects.

Slide 5

This slide depicts active listening as a consultative selling skill. It highlights that active listening is as critical as talking in consultative selling. To truly connect with prospects and understand their pain points, a salesperson must listen. It also mentions that when salespeople actively listen, they consider what their prospect is saying, try to understand them and provide the best possible solution.

Slide 6

This slide discusses balancing questions as a consultative selling skill. It highlights that consultative selling necessitates a sales representative asking questions from the prospect. They should balance the number of questions and the amount of information provided. It also suggests that while discussing your solution with a prospect, frame it in terms of how it has helped customers with similar challenges.

Slide 7

This slide provides information about the consultative sales process. The process steps are: Research, build trust, ask questions, give valuable advice, close, and follow-up.

Slide 8

This slide discusses the significance of researching, which is a step in the consultative sales process. It highlights the importance of conducting research before contacting a prospect. While researching, the general goals and potential problems that the prospect may face are identified.

Slide 9

This slide discusses the importance of building trust, which is a step in consultative sales process. It highlights the importance of a salesperson initiating the conversation by asking open-ended questions that allow your prospect to do the talking immediately. It also states that the goal is to allow them to speak up and listen. As trust builds, your prospect will reveal more information about business objectives, current and previous issues, etc., which can be used to close the deal.

Slide 10

This slide discusses the significance of asking questioning, which is a step in the consultative sales process. It highlights that once trust is established, the salesperson can ask pertinent questions about the type of solution the prospects require. The salesperson should not be afraid to ask questions to which they believe they know the answers. It also mentions the importance of directly asking them about their pain points because they will provide you with detailed information.

Slide 11

This slide discusses the significance of giving valuable advice, which is a step in the consultative sales process. It highlights that after hearing the prospect out and analyzing their business needs, it's time to advise how to proceed. It also mentions that if your product isn't a good fit for them, suggest something else. In the process, you establish a positive reputation and prospects are more likely to recommend your product/service to other people in need.

Slide 12

This slide discusses the significance of closing, which is a step in the consultative sales process. It highlights that while closing, a salesperson should maintain the same tone as used throughout the conversation. It also mentions that consultative selling aims to build long-term relationships with prospects. Closing is a bonus that comes naturally once you've built trust with your prospect.

Slide 13

This slide discusses the significance of following-up, which is a step in the consultative sales process. It highlights that client follow-up is critical, especially in consultative sales. The salesperson should send the first follow-up email immediately following the meeting. It also mentions that if the deal is successfully closed, a salesperson should follow up to see how the solution works for them and if there is anything else they need.