5 Steps every Executive needs to know on Consultative Selling

1. Consultative Selling Simplified
(5 Steps every Professional can use)

2. Question to you
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3. How many of you are in Sales?
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4. How many of you Sell?
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5. Research
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6. 1 out of 9 workers work in Sales
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Source: Daniel Pink, To sell is Human
8 out of 9 workers are ‘indirect’ sales

7. Is she into Selling?
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8. Is he into Selling?
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9. Everyone is into Selling
Directly or Indirectly
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10. 2 Goals for Today
1. Simplify Consultative Selling
2. Empower you with the 5 Steps Process
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11. What makes me an Expert?
11Aalok Gupta

12. 13+
Years of EXPERIENCE in consultative Sales

13. 5
Global Recognitions in Sales EXCELLENCE

14. 1000s
of Multi-million DEALS Won

15. Consultative Selling
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16. What is Consultative Selling
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17. Product Push Vs. Consultative Selling
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18. 5 Steps of Consultative Selling
PEPSI
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19. Why are we meeting today?19
1. Identify the Purpose
Need
Problem
Issue

20. Why should he listen to you?20
2. Establish your Credibility
ExperienceEducation
Expertise

21. What is the ‘real’ problem?21
3. Probe to understand
Drill
Find
Research

22. How can you solve his problem?22
4. Present the Solution
Visualize
Describe
Demonstrate

23. Take & give your commitment on the next steps?
5. Initiate Action & Committment
Open
Conclude
Close

24. 5 Steps of Consultative Selling
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25. 5 Steps
Process
Identify the
PURPOSE
ESTABLISH
your
Credibility
PROBE to
understand
Present the
SOLUTION
INITIATE
Action &
Commitment
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26. Question to you
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27. How many of you Sell?
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28. I find it useful to remember, that everyone lives by
selling something.
Robert Louis Stevenson
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29. Thank You!
www.aalokgupta.com
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