1 Greg Bennett’s Consultative Closing Model

2 2Title Hard Sell Closing The Evolution of Successful Selling Consultative Selling Consultative Closing

3 3Title Hard Sell Closing The Two “R’s” of Sales Consultative Selling Consultative Closing Results Relationships Two “R’s” 3Title

4 4Title Hard Sell Closing Hard Sell Closing Focused On: The features and benefits (our bells and whistles) of our product or service Great sellers were great entertainers, quick with a joke and a slap on the back The focus was all on the presentation and proposal It was critical to close hard using a variety of clever techniques and stories Problems Associated With This Style: There was little attention paid to customer needs Salespeople weren’t taught to question and listen Customers began to feel pressure and coerced into situations hey didn’t want Most salespeople weren’t comfortable with this style of selling 4Title

5 5Title Consultative Selling Consultative Selling Focused On: Discovering the clients needs, hopes, wishes, and wants Great sellers were great questioners and listeners The focus was all on fact finding and creating customized solutions There was a great focus on forming relationships and not pushing or coercing customers into buying Problems Associated With This Style: Consultative salespeople are so focused on forming relationships that they are afraid to ask pointed sales questions They forget the deceptive nature of prospects and believe what they’re told (which is often not true, or deception) They don’t know how to push clients to make decisions and end up with pipelines full of prospects they can’t move forward or backward 5Title

6 6Title Consultative Closing Consultative Closing Focuses On: Combined Qualities of Consultative Closing Focused on meeting clients needs and getting them to take action Stressing long-term partnerships--more purposeful and direct in creating the relationship Always advancing the sale and closing, but positioned always as a good for the client first and foremost It’s the perfect balance of the two “R’s”…Results and Relationships 6Title