Basics of SalesAndre Delicata

Consultative/Needs Based Selling

Your business is never really good or bad “out there.”

Your business is either good or bad right

between your own two ears.

Zig Ziglar

FACT: Consumers are getting smarter.

QUESTION: Are sales people getting smarter?

Fact: With access to the internet buyers often know as more than the sales person.

They are often more familiar with your competitors’ products and their pricing.

FACT:

People don’t care how much you know until they know how much you care.

FACT:

You will not meet your sales numbers if:

You are unable to identify & effectively communicate unique value by understanding and prioritizing customer needs.

The Important QuestionWhat’s important to you about

that?…And what’s important about

that?…And ultimately what’s the

most important?

The concept of the need,

And the concept of theneed behind the need!

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What is Selling ?

Selling is a professional, interactive process directed toward demonstrating to all your buyers how your product or service serves their self interest, and will enhance their lives.

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The Process

The Process

People buy Benefits not Features

People buy Benefits not Features

People buy Benefits not Features

Consultative Selling –Selling Solutions

• Consultative selling /Solution Selling emphasizes customers needs and meeting those needs with solutions• Asks more questions for better

understanding and for clarification• Provides customized and value-

added solutions• Develops intimate business

relationship focusing on long-term (ROC – Return on Customer besides ROI Return on Investment)

Solution Selling Is A Process

• Solution selling allows the salesperson to solve their customers business problems and achieve positive results

• Solution selling requires skills that include:• Situational knowledge• Product knowledge• Industry knowledge• Competitive knowledge• People skills• Communication skills

Solution Selling

• Buyers want a salesperson who has an understanding of their situation.

• A salesperson that can add value to the buyer’s situation.

• When you don’t offer these,• The buyer goes to your

competitor• Searches the internet for their

answer

Consultative Selling

• Consultative selling is the process of working with your customer to reach their strategic goals

• The salesperson is a trusted partner and orchestrates the resources required to satisfy the the Customer’s needs, expectancies and aspirations

• The salesperson acts as a consultant providing knowledge and feedback to the customer

• The salesperson is a friend and relationship-builder focusing on long-term partnerships

• The salesperson is always asking provocative questions to better understand his/her Customers and their needs.

Consultative Selling

Understand the need and the need behind the need

What? Why? How? When?……

Impact

Is this causing…….

Solutions & Capabilities

What if……..

Offering a SOLUTION….What is your VALUE PROPOSITION????

• Be prepared to offer a Value Proposition to the buyer

• A Value Proposition is a clear and defined statement that offers tangible benefits from the solutions you are offering

• i.e. This CRM System can provide you with sales call frequency tracking, territory sales, product line sales

• Our Inventory Control software is designed to be user-friendly • This low-energy commercial dishwasher will save you up to

30% on your utility bills because of its “TECHRON MICRO CHIP” developed especially for GE appliances

Value Propositions To Consider

Thank you