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File Description: Consultative Selling Checklist
The essence of consultative selling lies within you as the seller: – your own beliefs about yourself; the approach you take with your clients; the professionalism you demonstrate; and the expertise you can offer in understanding their market/business and the trends and best practice solutions others are implementing. With these qualities in place it is similar to any good model of relationship selling – the only main addition is the focus you put on understanding the client’s overall business plans and objectives and the specific aims of whatever project you may be discussing and how these fit within the organisational strategy. Before becoming too involved in the details of the project think about the points listed below and how well you can answer them.
File Description: Consultative Selling Outline
By the end of this module you will:
File Description: Key Account Management
By the end of the course you will:
File Description: Relationship selling outline
By the end of this workshop the participants will:
File Description: Sales Management Competencies
Rate yourself on these different aspects:
4 - Excellent
3 - Good
2 - OK-could be better
1 - Need to improve
File Description: Sales & Buyer behaviour
Buyer behaviour profile
Identify a specific customer and think about how they act with you and your company. Take each situation below and think about how this customer acts or you think they would act. You must give 10 points to each situation. Share them between answers 1, 2 and 3 according to how much they use each one. If you think one option is totally like them you would give it 10 points and 0 for the other two. If they use all three, you could give 3, 3 and 4 points. You can have any combination of scores provided they total 10 points.
...
File Description: Sales opportunity plan
File Description: SuccessSales checklist
File Description: SuccessSales
The “ideal” process is shown below. Basically, it is taking a top-down approach from the Sales Strategy and plan, to ensure that the sales structure is appropriate and that the Sales Management style is supportive of the sales people and the process. Having read this, you may want to look at the checklist to identify where you may have gaps.
...
File Description: Value Propositions
Many organizations use the term “value proposition” and refer to adding value without really doing either. Who defines “value”?
There are two levels of value proposition – the “general” one that you may use to hook the customer or prospect’s interest and then the “specific” proposition as the key part of your presentation. The problem is that most "value propositions" do not tend to promote specific benefits to a specific organization or prospect - they tend to be general statements of what the seller’s offering can provide. They are not VALUE propositions at all; they tend to be "advantage propositions."
...
Sales Strategy (11 files)
Consultative Selling Checklist
Download: Consultative Selling Checklist.docFile Description: Consultative Selling Checklist
The essence of consultative selling lies within you as the seller: – your own beliefs about yourself; the approach you take with your clients; the professionalism you demonstrate; and the expertise you can offer in understanding their market/business and the trends and best practice solutions others are implementing. With these qualities in place it is similar to any good model of relationship selling – the only main addition is the focus you put on understanding the client’s overall business plans and objectives and the specific aims of whatever project you may be discussing and how these fit within the organisational strategy. Before becoming too involved in the details of the project think about the points listed below and how well you can answer them.
Consultative Selling Outline
Download: Consultative Selling Skills outline.docFile Description: Consultative Selling Outline
By the end of this module you will:
- Be able to describe the Consultative Selling approach
- Link the sales process with the 5–step Consultancy model
- Recognise the need to use some marketing principles about segmentation and positioning – and apply them to your selling...
Key Account Management
Download: Key Account Management outline.docFile Description: Key Account Management
By the end of the course you will:
- Understand why a Key Account focus is necessary for your success
- Know how to improve your account planning and management
- Appreciate how segmentation according to share and potential can apply within your customers...
Relationship selling outline
Download: Relationship Selling outline.docFile Description: Relationship selling outline
By the end of this workshop the participants will:
- Have a clear understanding of the processes involved with relationship selling
- Be proactive in developing the relationships with their customers
- Have assessed their own selling style and attitudes and identified what they can do to become even better
Sales Management Competencies
Download: SALES MANAGEMENT COMPETENCIES.docFile Description: Sales Management Competencies
Rate yourself on these different aspects:
4 - Excellent
3 - Good
2 - OK-could be better
1 - Need to improve
- Sales planning- accuracy of forecasting
- Resource planning - organising sales structure
- Salesforce direction and control...
Sales & Buyer behaviour
Download: Sales and buyer behaviour.docFile Description: Sales & Buyer behaviour
Buyer behaviour profile
Identify a specific customer and think about how they act with you and your company. Take each situation below and think about how this customer acts or you think they would act. You must give 10 points to each situation. Share them between answers 1, 2 and 3 according to how much they use each one. If you think one option is totally like them you would give it 10 points and 0 for the other two. If they use all three, you could give 3, 3 and 4 points. You can have any combination of scores provided they total 10 points.
...
Sales opportunity plan
Download: Sales oppportunity plan.docFile Description: Sales opportunity plan
SuccessSales checklist
Download: SuccessSales - checklist.docFile Description: SuccessSales checklist
SuccessSales
Download: SuccessSales.docFile Description: SuccessSales
The “ideal” process is shown below. Basically, it is taking a top-down approach from the Sales Strategy and plan, to ensure that the sales structure is appropriate and that the Sales Management style is supportive of the sales people and the process. Having read this, you may want to look at the checklist to identify where you may have gaps.
...
Value Propositions
Download: Value Propositions.docFile Description: Value Propositions
Many organizations use the term “value proposition” and refer to adding value without really doing either. Who defines “value”?
There are two levels of value proposition – the “general” one that you may use to hook the customer or prospect’s interest and then the “specific” proposition as the key part of your presentation. The problem is that most "value propositions" do not tend to promote specific benefits to a specific organization or prospect - they tend to be general statements of what the seller’s offering can provide. They are not VALUE propositions at all; they tend to be "advantage propositions."
...
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