Consultative Selling

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The Challenge

Only 26% of sales representatives deliver high performance consistently. That 26% are True Consultative Sellers and understand that sales success goes beyond relationship building. They are succeeding in a time when the classic relationship building is a losing approach. This is especially true when it comes to selling the complex business to business solutions or a complex sales relationship in general.

This group not only delivers high performance consistently, but the Consultative Seller has over 50% probability of success in a complex sales relationship vs. a low complexity sales relationship (based on an exhaustive study of thousands of sales reps, Dixon and Adamson).

In order to fully master the complexity of the sales relationship, sales representatives must go beyond likability and learn to add value through every step of the sales process. They must develop the ability to have a deep understanding of the customer’s need, and use that understanding to push the customer’s thinking.

To do this effectively sales representative must use different skill sets and competencies to understand how each customer will behave or respond to different situations throughout the selling process. A deep understanding of their needs, wants, goals and objectives will help you strategically influence the sales conversation.

13%

Only 13% of customers believe a salesperson can understand their needs.

How True Colors Can Help

Our methodology starts at the source – personal philosophy. Without an evolution of personal philosophy, no true growth can occur. The overarching goal is to create a shift in personal philosophy and self- awareness that hone the skills and behaviors required to improve influencing efforts. We help each individual fully understand the 4 Key Success Factors of the Consultative Selling Mindset, we set them up to deliver high performance – consistently.

The True Colors Process

From day one, we’ll work hand in hand with your organization to ensure your sales representatives gain a full understanding of our personality profiling language and how it can be integrated into the Consultative Selling Mindset.

Key Learnings Include:

  • Understand the Consultative Selling Framework
  • Understand the Customer Engagement Model
  • Understand the application of True Colors® communication strategies while using the Consultative Selling Framework to:
  • Qualify clients by effectively using prefacing and deep-dive questions while consultatively selling through True Colors
  • Develop a selling mindset by actively listening to customer needs, wants and objectives
  • Apply strategies to communicate and sell more effectively to customers of all personality types
  • Qualify clients by effectively using prefacing and deep-dive questions while consultatively selling through True Colors
  • Close the sale by navigating resistance and overcoming objections
  • Sell to a diverse population by identifying customers’ True Colors and effectively adjusting sales approach
  • Understand accountability to close the sale through self-awareness, recognizing non-accountable behavior and correcting to a solution-focused mindset
  • Drive customer engagement and loyalty
  • Apply strategies to communicate and sell more effectively to customers of all personality types

Contact us to start your journey to success

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