selling part two
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relationship driven sales have more to do with the customer needs, wants, and motivation.
A sales consultant is able to customize and Taylor for specific customer needs.
1. It all starts with the customer needs analysis.
This is a questionnaire designed to really get into the nuts and bolts of a clients needs and desires. Done in an informal style, the CMA is discovery based in discerns needs, trends, wants, desires and offers solutions and opportunities to it both customer and sales person.
It helps you create tailored solutions for customers needs.
2. Creating solutions from your customer questionnaire.
The survey looks for weaknesses and offers strengths.
It can help you highlight your core competencies.
You can propose concrete plans, ideas, and solutions.
You can propose out-of-the-box, customized, tailored solutions, ideas, and compelling offers to your client.
3. Compelling offers.
Compelling offers are not always dollar-based.
After you gather your data, process, and create a customized proposal.
You’re now ready to propose your ideas to your client and asked for their agreement.
Compelling offers are unique, individualized, tailored to the client, and personalized.
They’re like having a personal shopper at Nordstrom’s.
4. Closing the sale.
Closing the sale becomes natural, and a no pressure, exercise.
It’s easy to ask for the sale because of it flows from an assumed culmination of the aforementioned process.
The sale is assumed. Therefore the closing is low-key, and a natural end to the exercise.
5. The benefits of the consultant of sales style.
The style offers everyone a partnership approach.
They tell you their needs, and you present solutions in a relaxed easy nonthreatening style that builds relationships quickly.
The style focuses energy and resources and carries with it reasonable expectations of success.
In conclusion, the old versus new schools of sales have fundamental differences and benefits and the new consultant style should certainly be part of one’s sales lexicon.
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Posted on June 11th, 2007 by Scott Hammond
Filed under: Sales
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