7 steps of consultative selling book

Consultative selling the hardest and easiest way to sell. In numerous interviews that we completed for our book 7 steps to sales force transformation, michael perla and i heard executives tell us that determining whom you should and should not sell to is the first step as indicated by our first c the customer. Rackhams follow up is in some ways more important than spin selling. Communication is a key point in the consultative sales methodology, and it can make a huge difference in meeting your sales goals.

This type of selling was proposed by neil rackham, an expert in sales effectiveness, in his book titled spin selling. Filled with strategic sales techniques, a stepbystep implementation guide, and. The 7step sales process is a great start for sales teams without a strategy in. Consultative selling requires sales professionals to focus on executing 7 key behaviors. Use features like bookmarks, note taking and highlighting while reading 7 steps to successful selling. Jan 01, 2018 lessons learned from consultative selling book january 1, 2018 november 10, 2018 mohamed sami the consultative selling. Lessons learned from consultative selling book mohamed. If you want to improve your sales conversations, pay attention to these 7 keys. They usually start by sitting down and asking a series of questions about the clients history, then a more specific series of. Sales trainer greg bennett offers a solution to this conundrum in the form of his ministeps sales approach. It was first floated as a sales technique during the 1970s in mack hanans book consultative selling.

Consultative selling is a needsatisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem re slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Learn the textbook seven steps, from prospecting to following up with customers, so you can adapt them to your sales orgs unique needs. Follow these 5 tips to get the best sales out of your customers. Thats because clients come to you when they have issues, and are ready to take action.

Packed with strategic sales techniques, a step by step implementation guide, and case studies of companiesincluding ibm, hewlettpackard, american airlines, and motorola consultative selling shows you how to develop longterm, continuing relationships with customer operating buyers, instead of just vending to purchasers. When one is extremely well versed in a particular product especially a technical one, it is easy to get caught up in a monologue of all the great features it provides. This book is licensed under a creative commons byncsa 3. We had him speak at our annual sales meeting and i bought his book for my entire sales team. As a repeatable, scaleable process, consultative selling enables salespeople to qualify leads faster, shorten the sales cycle and win more. Figuring out how to frame prospect conversations takes more than just knowing the simple stuff, like the size of their company, you need to dig deeper and find out. The hanan formula for highmargin sales at high levels, 7th edition by mack hanan is mainly targeting sales representatives to provide a specific and consistently successful approach and techniques for better sales. Set the table for success by going into each sales conversation with a plan. This is the opposite of what transaction selling does. Praised for its educational nuances, consultative selling has swiftly become the preferred sales methodology of highgrowth startups and online businesses. If there is one secret to sales success, it lies in your ability see things from your customers point of view as well as your own. Its true, of all the groovy things to come out of the decade, perhaps the grooviest was mack hanans book, consultative selling, where he coined the term and turned the sales industry on its head. A consultative selling approach is key to running a welloiled sales team. If youre new to sales, or if youd like a little training refresher on the 7 steps of successful selling, listen to an interview i did with phil taylor of goal achievers radio.

I found the emphasis placed on activity rather than time spent to be useful, as well as the process for conducting sales appointments. An effective, skillbased training system for those who work in sales, 7 steps to successful selling will help anyone master the art of the telephone call, learn to ask the relevant questions, and create value regarding their product or service. The salesperson, in turn, uses that information to select the best possible product or service to meet a need. The 7 stages of the solution selling process simplicable. Information i need to know about the products i am selling, knowing where to get the information, communicating information to the customer define the 2nd step approach acknowledging and making a good first impression is the most crucial of all the selling steps. Aug 01, 2001 7 steps to successful selling is a quick read, i was able to get through it in one evening. It should be fairly easy to close your qualified leads.

With this method, you have indepth discussions with your client before positioning products. Selling process is a complete cycle which starts from identifying the customers to closing the deal with them. Aug 24, 2014 consultative selling is a needsatisfaction presentation format that focuses on problem identification, where the salesperson serves as an expert on problem re slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Selling the way your customer wants to buynot the way you like to sellis what you will discover in this breakthrough book. In her experience, the sales cycle for consultative selling and for other types of sales end up being the same. Consultative selling techniques are based on the methods used by professional consultants. The book offers some useful techniques and tips to enhance the selling process and make it a valuedriven process for both the customer and. This involves adopting the marketing concept, valuing personal selling, and assuming the role of problem solver. All else being equal, people buy from people they like.

The hanan formula for highmargin sales at high levels, 7th edition by mack hanan is mainly targeting sales representatives to provide a specific and consistently successful approach and techniques for better sales i read the book and i found that it very helpful and useful for sales representatives. Step 1the preapproach a good salesperson must study his products ahead of time. Your goto guide to the consultative selling approach. Call it what you will, however, the most critical phase of personal selling is rapport. The first step of the selling process, prospecting and qualifying, involves searching for potential customers and deciding whether they have the ability and desire to. Filled with strategic sales techniques, a step bystep implementation guide, and. This book is more about the strategies and tactics of winning major accounts. Learn the consultative selling sales approach brian tracy.

In good company, you have seen an informal approach in action. Sales and management toolbox au page 7 if you have seen the movie. The sections on your dream clients needs at each stage of the buying process alone make it work it worth reading. In consultative selling, the sales professional learns about customer needs before talking about a product or solution. The selling process is the series of steps followed by a salesperson while selling a product. What is the straight line method created by jordan. The salesperson, in turn, uses that information to select the best possible. The 7 stages of the solution selling process posted by john spacey, june 24, 2018. This approach to selling has been in wide use since the late 1900s, as companies focus on building longterm sales. He explains how salespeople can break the sales process down into small, actionable steps, to help the client buy into it and advance the sale, without appearing selfserving or pushy. The process gives you the power to successfully sell almost anything. May 06, 2020 to take advantage of the consultative selling process, bscs should know these five key components.

Quizlet flashcards, activities and games help you improve your grades. Consultative selling is a sales approach that places emphasis on the specific needs of a customer as opposed to the goals of a salesperson to sell products. Rather than telling your prospects what they need, consultative selling is an investigative approach by which prospects are. Do your homework and know what you want to get out of the conversation. The straight line persuasion system is about the art and science of. It is more relevant is b2b business sales where the sales cycle is not short and might take a longer duration to close. They usually start by sitting down and asking a series of questions about the clients history, then a more specific series of questions about the current problem.

Four steps to finding the right leads fast make instant improvements to your lead qualification process with this fourstep guide full of actionable sales advice. Being a consultative salesperson means letting the client speak more about themselves in the initial stages. These steps have to be followed in a logical sequence, like dialing a telephone number, or you dont get through. List and describe the five strategic steps of the strategic consultative selling model. However, consultative selling was considered to be a long, drawnout process, rather than a way to build strategic relationships. Sep 26, 2018 the 70s brought us disco, lip smackers, the oregon trail, the high five, and consultative selling. If you follow these seven keys in your sales conversations. Understanding these seven steps can help improve your individual sales or the sales of your company. The impact selling process is defined by 6 straightforward learning steps. By shifting the relationship to be one of genuine reciprocity, prospects and clients begin to see their sales reps as partners in successnot as the pushy salesperson trope that weve all at one point experienced. Then you can start reading kindle books on your smartphone, tablet, or computer no kindle device required. The hanan formula for highmargin sales at high levels and slowly gained traction in the sales industry. Enter your mobile number or email address below and well send you a link to download the free kindle app.

Consultative selling by mack hanan macks recipe works as promised. To me, the difference between a traditional sales process and a consultative one looks a bit like the difference between a doctor and a therapist. Remember that consultative selling is a collaborative process. The hanan formula for highmargin sales at high levels. Product knowledge this step is fairly straight forward, but it is also the great undoing of many a technical expert turned sales person.

There are no steps to learn, this is not a technique. Product knowledge is transformed into a tailored solution when it is delivered and positioned based on the customers needs and language. The evolution of the seven steps of selling sciencedirect. A salesperson who practices consultative selling develops a holistic and nuanced understanding of the buyers needs, and then they try to fulfill those needs with a customized solution. The seven steps of the personal selling process bizfluent. Impact selling is the brooks groups flagship professional sales training program and the beginning point of most corporate sales training initiatives our clients engage in.

It requires salespeople to request a lot of feedback and to really hear what the customer is saying. Gauge market value get real insight on market value 4. Consultative selling is a philosophy rooted in building a relationship between you and your prospects. Below are the core steps to the personal selling model.

Successful selling in 7 steps how to selling skills. Influence persuasion sales jordan called his system straight line persuasion because just as. In his book, hanan suggests that consultative selling replaces the traditional adversarial buyerseller relationship with a winwin partnership in profit improvement. May 16, 2020 the selling process is the series of steps followed by a salesperson while selling a product. Sales trainer greg bennett offers a solution to this conundrum in the form of his mini steps sales approach. The term consultative selling first appeared in the 1970s book consultative selling by mack hanan. The process of selling the seven steps of a sale 2. Consultative selling is a style and strategyas a successful salesperson, you must know the science of selling. Sales why consultative selling doesnt work forget becoming a trusted adviser.

Proselling short qs list and describe the five strategic. Heres our fourstep process to getting started with consultative selling. The personal selling process involves seven steps that a salesperson must go through with most sales. There are certain skills you must posses when using a consultative sales approach. Before you ask questions to get the buyer to open up or talk about how you can help, you have to build rapport. The consultative selling framework provides sellers with a consistent, repeatable process to more.

Consultative sales is a selling method in which the salesperson spends time with the customer to understand the problem the customer is trying to solve and then recommends a solution that will. Nov 20, 2018 the term consultative selling first appeared in the 1970s book consultative selling by mack hanan. Now let me show you how easy it is to get that report. The sevenstep selling process refers to the sequence of steps salespeople follow each time they make a sale. The modern buyer is so demanding that a special sales philosophy has been developed to respond to markets expectations.

That decision alone will inform everything else you do. In b2c the selling process may be transient and shorter. Taught to over one million sales professionals and teams around the world, impact focuses on building prospect and customer relationships and identifying solutions. Solution selling is the process of selling the customer a solution to their problems as opposed to a product or service. Mar 27, 2017 it requires salespeople to request a lot of feedback and to really hear what the customer is saying. The consultative sales process is primarily focused on the experience that the potential. The following are steps to get you started with consultative selling. In consultative selling it is important that you know exactly who your customer is and how to identify their needs and wants.

The term is associated with the sales of products and services that can be used as the building blocks of a custom implementation. Consultative selling made its appearance in the 1970s and, since then, has gained popularity in just about every industry and service. To help you understand how to benefit from this sales approach, given below is a list of seven essential principles you need to practice. Broad research is the first, and possibly the most important, step in the consultative sales process. B2b the 7 steps of consultative selling the sales catalyst. Jun 25, 2019 consultative selling techniques are based on the methods used by professional consultants. However, that process takes time, and asking too many can make a customer feel like theyre being interrogated.