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How to Become a Consultative Salesperson

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You often hear the term consultative selling. But what exactly does that refer to and how do you become a consultative salesperson?

If that is something that you are curious about, you may want to watch this recording of a recent webinar that we hosted on “How to Become a Consultative Salesperson”.

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How to Become a Consultative Salesperson

  1. 1. How to Become a Consultative Salesperson Michael Halper Founder and CEO SalesScripter
  2. 2. What is Consultative Selling? Product Selling • Focuses on talking about the product • “All about me” approach • Assumes that every prospect needs the product • Tries to sell the product to every prospect • Focuses on selling products to prospects • Tries to sell the product at every sales process step • Salesperson does most of the talking • Pitch centers around explanations and descriptions • Talks about the product to try to make the prospect interested • Focuses on the salesperson’s interests • Tries to overcome objections Consultative Selling
  3. 3. Some Examples
  4. 4. Hello ___, this is John with Mary’s Bookkeeping. How are you doing? We provide bookkeeping, CPA, and Tax services. I would like to schedule a meeting with you to discuss your bookkeeping and tax needs. Are you available on Tuesday morning?
  5. 5. Thanks for connecting. A lot of new things are going on with my company and I would like to share them with you in the near future. We help business owners acquire financial freedom in their business through coaching, training and personal development. I welcome the opportunity to work with you.
  6. 6. Hi Michael, XXX specializes in accounting and financial services at affordable rates. We have experienced CPAs, and staff to handle all your bookkeeping, financial and tax needs. We offer per hour as well as dedicated outsource staff at a lower payroll cost then any in-house staff. Take advantage of our current 30% off any service, ends July 30, Book keeping rates start at $15/hr(after discount). Free trial, if you are not satisfied after 10hours of work, then you don't pay. Call us at XXXXXXXXXX
  7. 7. Hey, I would like to introduce myself as a part of XXXX - A leader in data driven marketing solutions. If you're looking to acquire new customers or launch a new product or expanding your target market, you can gain access to all relevant databases from our repository of more than 32 million datasets worldwide. Do, let me know a good time to connect over the Phone and Email to discuss further strategies for your business. We also provide Integrated Marketing Solutions like: SEO (Search Engine Optimization) Digital Marketing Email Marketing Web Development Email Appending Data Provisioning 360 Degree Profiling Email Verification & validation Multichannel Prospect Lists HTML Design/Creative Services
  8. 8. I hope everything is going great and thank you for connecting with me! I wanted to reach out and ask how you are handling your payroll and HR for your company? I am sure you have everything taken care of, but if there is any opportunity for myself and XXXXXX to earn your business, I would love to talk with you about what myself and XXXXXXX has to offer a business your size. I can be reached at XXXXXXXXX or XXXXXXXXX. What is the best way to reach you? I look forward to hearing from you!
  9. 9. Hey Michael, I hope you’re doing well today. I’ll keep this short and to the point: we recently launched [product name] after three years of development. It's a total game changer. Basically, [product name] uses [product explanation]. It's a self-service platform unlike anything you may have seen. The kicker is that our service is inexpensive and fast. Do you have time this week for a quick call or demo to discuss how we could help you? or can you tell me who I should speak with? Best, [contact name]
  10. 10. Benefits Why do we do this? Product Company Features Functionality What we say when talking with prospects Very inward focused – me, my product, my company • Foundation of knowledge • Focus of training • Wealth of experience • Where we have interest • What leads to us getting paid • Introductions • Cold calls • Emails • Networking • Company website • Social media • Presentations It is what we are trained to do
  11. 11. What is Consultative Selling? Product Selling • Focuses on talking about the product • “All about me” approach • Assumes that every prospect needs the product • Tries to sell the product to every prospect • Focuses on selling products to prospects • Tries to sell the product at every sales process step • Salesperson does most of the talking • Pitch centers around explanations and descriptions • Talks about the product to try to make the prospect interested • Focuses on the salesperson’s interests • Tries to overcome objections Consultative Selling • Focuses on talking about the prospect • “All about the prospect” approach • Questions if the prospect needs the product • Tries to find prospects that are a good fit • Focused on providing solutions to prospect’s needs • Trying to sell the next step in the sales process • Prospect does most or equal amount of talking • Pitch centers around probing sales questions • Talks about benefits, problems, ROI, client examples to make prospect interested • Focuses on the prospect’s interests • Tries to redirect objections
  12. 12. Consultative Selling is Not Easy • What questions to ask? • Can be a lot of different types of customers • It can be difficult to have business conversations • Can be unclear what pain points to look for?
  13. 13. Interest An Alternative ApproachValue Pain Qualify Credibility Objections Prospect Focused What we say when talking with prospects • Get outside your comfort zone • Identify how you help • Focus on the problems that you solve • Introductions • Cold calls • Emails • Networking • Company website • Social media • Presentations
  14. 14. Building Your Email Messages
  15. 15. Early Sales Process Stages Stage Goals Initial Contact Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you Appointment Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you Presentation Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Pre-Qualify Gather high-level information Build interest in having conversation Schedule an appointment Pre-Qualify (Cont.) Hard Qualify Gather detailed Information (Discovery) Build interest in meeting Schedule a presentation Sell Product Map out Next Steps Close (Sale or agreement to move forward)
  16. 16. How
  17. 17. How
  18. 18. How
  19. 19. How
  20. 20. How
  21. 21. Key Takeaways • It is about knowing what questions to ask • Making it more about the prospect than about you • Look for the problems that you can help to solve • It is about looking for the prospects that need your product
  22. 22. SMART Sales System S M A R T ales essaging nd esponse actics SMART Sales System
  23. 23. SMART Sales System Sales Methodology Software Platform Professional Services
  24. 24. SMART Sales System Sales Methodology Software Platform Professional Services
  25. 25. SMART Sales System Sales Methodology Software Platform Professional Services Sales Training • Recorded Training Videos • Live Sales Training (virtual) • Live Sales Training (in-person) • Custom Sales Training
  26. 26. Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation • Library of Scripts and Templates • CRM Functionality • Email Automation
  27. 27. Sales Methodology Software Platform Professional Services Sales Consulting • Sales Pitch Development • Sales Process Mapping • Script Assessment Sales Coaching • One-on-One Sales Coaching • Weekly coaching • Coaching Hour Blocks
  28. 28. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter

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