Consultative Selling
Value Added Selling™
"To sell in today's environment, you must become a partner with the
customer, seeing their business from their perspective and helping them
develop options."
AlexanderHancock Associates offers Value Added Selling™
to help your sales
people focus on genuinely hearing customers' concerns, then translating and
refining what is learned into mutually agreed upon needs which can be addressed
using relationship-building techniques. An outline of the course is available and it can be customized for your business--likely at no extra
charge.
Value Added Selling™
Definition: selling in which
-
sales person becomes a "consultant" to customer, adding value by
helping customer make a buying decision by developing and exploring options (as
opposed to selling product)
-
sales person becomes customer-focused partner, helping customer convert implied
needs into concrete, stated needs, which can be met by the seller with the
mutually agreed upon "best fit" solution
-
product features/benefits are discussed later rather than sooner in the dialog
and only as value-based answers to customer-documented need
-
objections are prevented rather than overcome by relating value of proposed
solution to problem/need in real ROI or other opportunity terms
-
the goal of closing "quotas" is less important than development of
the customer relationship and redefining the sales process (including the length
of the sales cycle) to one of helping the customer do what he needs rather than
what the sales person wants or needs
Also, Value Added Selling™ Sales Training at
AlexanderHancock Associates provides
detailed laboratory work on:
-
Setting sales objective for each call (telephone or in person) and each phase
of the sales process
-
How to advance the sale not just continue the dialog; how to know the
difference
-
Learning to translate implied needs into stated needs which can be met with
the mutually agreed upon "best fit" solution
-
How to translate stated needs into value-producing terms and prevent rather
than just handle objections
-
How to formulate the proper types of questions for each phase of the sales
process
-
Preparing the contact (who likely is not the ultimate decision maker) to
answer the questions decision makers will almost assuredly ask (Not "be
sure to tell him...")
Are you a Partner???
Being seen as a partner in solving customer problems and being able to view
his/her concerns from a business viewpoint is what Value Added Selling™ is
all about. As contrasted to the old "sales quota" approach, it instead
offers the opportunity to generate sales through skillful observations made in
probing interviews with prospects and customers. The result is more than a
sale--it is a loyal customer.
AlexanderHancock Associates recommends sales training be focused on
consultative approaches in which consulting techniques are substituted for
traditional "pushing product" approaches.
Training materials in our sales training classes are highly interactive and
graphic in nature, inviting further use through thoughtful layout and design.
All participants receive a full set of materials to be used as a reference and
review tool in the future.
Videotape Skill Practice is included for all participants to further enhance
their value added sales effort. This requires an additional breakout room
and video equipment.
Program Topics
-
Why consultative sales efforts are welcomed by customers
-
How to build partner relationships with clients rather than pushing products
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How to position your solution in business terms that will get attention
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How to use questioning and listening skills to identify and respond to needs
-
Using Value Added Selling™ to develop/build relationships
-
Using customer profit objectives and other information gleaned from skillful
questioning as a sales strategy
-
How to use product knowledge to create sales opportunities, solve problems,
sell additional products/services and create customer loyalty
Here is a PowerPoint presentation to help you understand the Value AddedTM
sales approach. You may view it or download it.
Value Added Sales PowerPoint
Presentation Download
20
QuestionsTM Sales Demo (coming
soon)
(If you have problems with download, right click, choose "save
target as")
If you do not have
PowerPoint on your machine you can download a free viewer at:
http://office.microsoft.com/en-us/officeupdate/CD010225971033.aspx
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Here are the top 10 mistakes your Salespeople may be making and therefore not
meeting goals and developing new customers. Do they say...
10) Customers and prospects appreciate outgoing personalities.
9) I spend the first part of our time together talking about what we can do for
the prospect.
8) I'm ready with a recommendation as soon as I hear a need.
7) I've got this formula I use. Most of the time it works.
6) It's just about impossible to get through voice mail, secretaries, etc.
5) If the customer says he has a supplier, I move on to another prospect. That
way I don't waste time.
4) Yes, we have a lot of customer turnover--that's the way this business is.
3) My territory has some real problems. It'll never produce much volume.
2) I ask many of questions. I hear that's what the pros do.
1) I work on getting the sale first; the relationship usually follows (I hope).
Of course, your sales people may never admit to these things, but (survey data
suggests) it does represent the way a many sales people operate.
Unfortunately, even a technique that works in one type of sale doesn't work in another--in fact, it may interfere with
the other sale. |
