Chances are you and your team have been trained in some form of consultative selling. If you ask, almost every sales person will tell you they practice consultative selling. If you ask customers, they tell a different story. Your people aren't consultatively selling if you hear comments like these from your customers:
"The majority of sales people don't listen. They're either talking about their products or are waiting to talk about their products."
"Sales people ask questions until they hear the 'magic words' that connect their services to our problem."
"Sales people make too many assumptions about our business and what we need."
"Sales people don't uncover our true needs."
The concept of consultative selling is sound, and badly needed, but its execution is poor at best. That's because sales people have not developed the skills to create value and trust-essential elements of consultative selling. Join us for an engaging discussion about what real consultative selling looks like and how to develop value that leads to trust-trust based on the intent of the seller not to sell but to help the client succeed, easing the way for open, honest discussion where mutually beneficial possibilities can be explored.
Consider helping your sales force put their opportunities IN ORDER:
FranklinCovey’s Helping Client Succeed Methodology can help your sales organization initiate more opportunities, negotiate larger and more pervasive deals and flat out help you increase your revenue! Our philosophy uses a common sense approach that promotes a universal sales process with four essential components: Initiate Opportunities, Qualify Opportunities, Win Deals and Grow Revenues.
Learn more about The Key to Sustained Superior Sales Performance and contact me today to set up a meeting with our Sales Performance Practice and your FranklinCovey Client Partner.
