Welcome Welcome to: Sales the Territory way

3 PROGRAM OUTCOMES: Participants will: Understand the concept of consultative selling in the TIO context Practicalize and demonstrate all the elements of consultative selling in the TIO context: Provide feedback on the program and tailor it to their staff needs. Prepare for the coaching component of the program. Follow Up and Reinforcement On the basis of the content of the program all participants will complete an action plan for their area. Supervisor/managers will follow-up with every participant to ensure results are achieved.

4 PROGRAM RULES – ADULT LEARNING Stick to the topic. Allow people to have their say - listen respectfully. Be honest – speak your mind. Criticise the topic, not the person. Manage by fact What is said here stays here No hidden agendas Be polite No baggage – look to the future Involve everyone Be prompt

5 A FEW GOOD MEN

6 PROGRAM APPROACH – ADULT LEARNING

7 Coaching – GROW Framework

8 COACHING SKILLS

9 Consultative Selling Consultative selling is a need- satisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem recognition and resolution.

10 How Consultative Sales People add value.

11 Consultative Selling process Stage One – Preparation Stage Two – Opening and Building Rapport. Stage Three – Questioning for Needs. Stage Four – Presenting Features and Benefits Stage Five - Handling Objections Stage Six – Closing the Sale. Stage Seven – Follow Up

12 Required Skills Quick positioning of the agenda Uncover needs Present & work through alternatives Qualify Get closure and next steps Break the ice / establish rapport Ask QUESTIONS Really LISTEN Rephrase and recap for clarity Problem solve Ask tough questions subtly Be liked ProcessPeople Need to develop both Consultative Selling Requires Both Process and People Skills

13 Stage One - Preparation At TIO our preparation will take many forms according to the circumstances relating to the sale i.e. Walk in customer Over the phone At an appointment

14 Break – Monkey Business

15 Call Reluctance Fear of taking social risks. Fear of making presentations. Feeling ashamed of sales. Fear of intruding on others. Intimidated by up market clients. Fear of losing friends or family approval. Fear of disturbing client relationships.

16 Six Step Telephone Process Step 1 Introduce yourself and your company. Step 2 Remove the call curse. Step 3 State the purpose of the call. Step 4 An interest capturing statement. Step 5 Request an appointment Step 6 Overcome resistance

17 Stage Two – Opening and Building Rapport Rapport – Environment of harmony, consonance agreement or accord achieved through activities encouraging this result.

18 Stage 3 – Establishing Needs through questioning and listening Discovery questioning:

19 Questions Types of Questions Open Questions – Questions that give the customer freedom to tell whatever they want. Leading Questions – Lead the customer in the direction that you want. Closed Questions usually good for yes or no answers. Questioning Sequence Situation – uncovers facts Problem – help prospects define their problem Implication questions – get prospects to discuss the problem and how it might be improved Need – Payoff – Helps build the value of your proposed solution in the mind of the prospect

20 Listening Hearing Interpreting Assessing Responding Levels of Listening Ignoring Selective Listening Active Listening Empathetic listening

21 Whos on first

22 Stage Four – Presenting Features and benefits Feature – the characteristic of a product or service WHAT THIS MEANS FOR YOU IS….. Benefit – What value the product provides to the buyer

23 Stage Three – Presenting Features and benefits AND THERES MORE !!!!!!!!!!

24 Stage Five – Handling Objections Objection – An objection is anything that a prospect does that provides an obstacle to a smooth closing

25 Objection handling – THIRD CORE

26 Process for handling objections Step OneConfirm understanding Step TwoAcknowledge their point of view Step ThreeSelect a specific technique Step FourAnswer the objection Step FiveAttempt to close

27 Closing the Sale CLOSING – Is the process of helping people make a decision that will benefit them. You help them to do this by asking them to buy. Only attempt to close when the customer is ready….LOOK for buying signals. When they are ready to buy Spending time looking at one product type Looking around for somebody to help them Asking questions about the detail Asking about price Using possession language Asking another person's opinion Body state changes Touching the money

28 CLOSING

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