Sales Development Projects – We work across your sales function to improve individual and group sales performance (and your overall sales results)
Sales Training – Custom designed to suit your proposition with a choice of Sales Models: Consultative / Solution / Challenger / Value – Supported by Sales Coaching throughout
Sales Coaching – For you / For your Sellers
Because successful sellers ask more questions, and that’s a fact! (Evidence from 35,000 sales calls)
Our preferred definitions of consultative selling are:
“The seller needs to work with the client to design a bespoke solution”
“The seller controls the sales process through the purposeful use of questions”
Where the seller acts as an expert consultant for his prospect, asking questions to determine the prospect’s needs and then using that information to select the best product or service for those needs.
The key is to know which questions to ask!
Consider where your sales proposition sits in the following analysis:
If your proposition sits on the right hand side of this matrix, then consultative selling should be your preferred sales model.
Also, consider your sellers’ current selling style:
We have direct experience of taking worldwide sales teams through the change of sales model from transactional to consultative.
Sellers often ask us “why do we have to ask these questions, can’t we just tell them?” Well you can, except that:
Questions will enable your seller to:
Questions will help your client to fully understand:
“We Directors have work to do to develop some critical areas of our service provision. Our sales guys now know how they should be running their sales calls. They’ve got some work to do as well but at least we’ve got them started” – IL, Managing Director
Use the contact form below, or call us directly, to find out how we could help you develop your own consultative selling model.