7 steps of consultative selling book

Follow these 5 tips to get the best sales out of your customers. Consultative selling is a style and strategyas a successful salesperson, you must know the science of selling. I found the emphasis placed on activity rather than time spent to be useful, as well as the process for conducting sales appointments. Lessons learned from consultative selling book mohamed. Product knowledge is transformed into a tailored solution when it is delivered and positioned based on the customers needs and language. Filled with strategic sales techniques, a stepbystep implementation guide, and. Successful selling in 7 steps how to selling skills. The impact selling process is defined by 6 straightforward learning steps. All else being equal, people buy from people they like. B2b the 7 steps of consultative selling episode description this episode explains the seven steps of consultative selling and a new online selfassessment tool the sales acumen survey that helps diagnose how skilled or unskilled you are, across those seven steps. The straight line persuasion system is about the art and science of. The term is associated with the sales of products and services that can be used as the building blocks of a custom implementation. 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. The personal selling process involves seven steps that a salesperson must go through with most sales.

This book is licensed under a creative commons byncsa 3. However, that process takes time, and asking too many can make a customer feel like theyre being interrogated. Consultative selling the hardest and easiest way to sell. 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. Being a consultative salesperson means letting the client speak more about themselves in the initial stages. 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. There are no steps to learn, this is not a technique. It requires salespeople to request a lot of feedback and to really hear what the customer is saying. 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.

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. The following are steps to get you started with consultative selling. 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 certain skills you must posses when using a consultative sales approach. 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. 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 is the opposite of what transaction selling does. This approach to selling has been in wide use since the late 1900s, as companies focus on building longterm sales. B2b the 7 steps of consultative selling the sales catalyst. Personal selling is a form of selling that many companies rely on heavily to promote and move their products. In her experience, the sales cycle for consultative selling and for other types of sales end up being the same. 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. The seven steps of the personal selling process bizfluent.

The 7step sales process is a great start for sales teams without a strategy in. The consultative sales process is primarily focused on the experience that the potential. 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. List and describe the five strategic steps of the strategic consultative selling model. Sales and management toolbox au page 7 if you have seen the movie. In b2c the selling process may be transient and shorter. In good company, you have seen an informal approach in action. They usually start by sitting down and asking a series of questions about the clients history, then a more specific series of. With this method, you have indepth discussions with your client before positioning products. Consultative selling made its appearance in the 1970s and, since then, has gained popularity in just about every industry and service. Mar 27, 2017 it requires salespeople to request a lot of feedback and to really hear what the customer is saying. Consultative selling by mack hanan macks recipe works as promised.

The salesperson, in turn, uses that information to select the best possible product or service to meet a need. If you follow these seven keys in your sales conversations. As a repeatable, scaleable process, consultative selling enables salespeople to qualify leads faster, shorten the sales cycle and win more. Do your homework and know what you want to get out of the conversation. Step 1the preapproach a good salesperson must study his products ahead of time. Download it once and read it on your kindle device, pc, phones or tablets. 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. 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. Then you can start reading kindle books on your smartphone, tablet, or computer no kindle device required. Nov 20, 2018 the term consultative selling first appeared in the 1970s book consultative selling by mack hanan. The 7 stages of the solution selling process posted by john spacey, june 24, 2018. Quizlet flashcards, activities and games help you improve your grades. If you want to improve your sales conversations, pay attention to these 7 keys. In his book, hanan suggests that consultative selling replaces the traditional adversarial buyerseller relationship with a winwin partnership in profit improvement.

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. The sevenstep selling process refers to the sequence of steps salespeople follow each time they make a sale. Sales trainer greg bennett offers a solution to this conundrum in the form of his ministeps sales approach. In consultative selling, the sales professional learns about customer needs before talking about a product or solution. Selling process is a complete cycle which starts from identifying the customers to closing the deal with them. The 6 principles of a consultative sales process hubspot blog.

Your goto guide to the consultative selling approach. The salesperson, in turn, uses that information to select the best possible. Praised for its educational nuances, consultative selling has swiftly become the preferred sales methodology of highgrowth startups and online businesses. Aug 01, 2001 7 steps to successful selling is a quick read, i was able to get through it in one evening. 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. If you go into each conversation well prepared and planning to succeed, you will be much more likely to make the sale. The process gives you the power to successfully sell almost anything. This type of selling was proposed by neil rackham, an expert in sales effectiveness, in his book titled spin selling. 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. Heres our fourstep process to getting started with consultative selling. Enter your mobile number or email address below and well send you a link to download the free kindle app. 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. We discuss what the seven steps of selling are and a. Consultative selling is a philosophy rooted in building a relationship between you and your prospects.

The sections on your dream clients needs at each stage of the buying process alone make it work it worth reading. It should be fairly easy to close your qualified leads. Set the table for success by going into each sales conversation with a plan. Selling the way your customer wants to buynot the way you like to sellis what you will discover in this breakthrough book. Learn the textbook seven steps, from prospecting to following up with customers, so you can adapt them to your sales orgs unique needs.

May 06, 2020 to take advantage of the consultative selling process, bscs should know these five key components. The term consultative selling first appeared in the 1970s book consultative selling by mack hanan. Learn the consultative selling sales approach brian tracy. 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. Influence persuasion sales jordan called his system straight line persuasion because just as. That decision alone will inform everything else you do. Use features like bookmarks, note taking and highlighting while reading 7 steps to successful selling. It was first floated as a sales technique during the 1970s in mack hanans book consultative selling. 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. Gauge market value get real insight on market value 4.

Rackhams follow up is in some ways more important than spin selling. Below are the core steps to the personal selling model. Lessons learned from consultative selling book mohamed sami. We had him speak at our annual sales meeting and i bought his book for my entire sales team. Manufacturers send literature, brochures and booklets to retailers so that their salespeople can become familiar with the construction, workmanship and uses of a product. Sales trainer greg bennett offers a solution to this conundrum in the form of his mini steps sales approach. The consultative selling approach will strengthen and enhance your selling technique. 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. A consultative selling approach is key to running a welloiled sales team. 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. Broad research is the first, and possibly the most important, step in the consultative sales process. Before you ask questions to get the buyer to open up or talk about how you can help, you have to build rapport.

Rather than telling your prospects what they need, consultative selling is an investigative approach by which prospects are. It is more relevant is b2b business sales where the sales cycle is not short and might take a longer duration to close. The process of selling the seven steps of a sale 2. Consultative selling requires sales professionals to focus on executing 7 key behaviors. Sales why consultative selling doesnt work forget becoming a trusted adviser. However, consultative selling was considered to be a long, drawnout process, rather than a way to build strategic relationships. Ask questions, use effective listening skills, and answer any objections the customer may have and you will soon be on your way to closing the sale. In consultative selling it is important that you know exactly who your customer is and how to identify their needs and wants. Jun 25, 2019 consultative selling techniques are based on the methods used by professional consultants. 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.

These steps have to be followed in a logical sequence, like dialing a telephone number, or you dont get through. Consultative selling techniques are based on the methods used by professional consultants. This book is more about the strategies and tactics of winning major accounts. Call it what you will, however, the most critical phase of personal selling is rapport. The modern buyer is so demanding that a special sales philosophy has been developed to respond to markets expectations. Understanding these seven steps can help improve your individual sales or the sales of your company. The consultative selling framework provides sellers with a consistent, repeatable process to more. Solution selling is the process of selling the customer a solution to their problems as opposed to a product or service.

The hanan formula for highmargin sales at high levels and slowly gained traction in the sales industry. Jan 01, 2018 lessons learned from consultative selling book january 1, 2018 november 10, 2018 mohamed sami the consultative selling. May 16, 2020 the selling process is the series of steps followed by a salesperson while selling a product. It explores a selling technique in which the salesperson acts as an expert consultant for his or her prospects, asking questions to determine what the prospect needs. Proselling short qs list and describe the five strategic.

Remember that consultative selling is a collaborative process. The 7 stages of the solution selling process simplicable. 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. The hanan formula for highmargin sales at high levels.

The evolution of the seven steps of selling sciencedirect. Filled with strategic sales techniques, a step bystep implementation guide, and. The book offers some useful techniques and tips to enhance the selling process and make it a valuedriven process for both the customer and. The 7step sales process is a great start for sales teams without a strategy in placebut its most effective when you break the rules. The selling process is the series of steps followed by a salesperson while selling a product. Consultative selling is easy if you understand the fundamentals and know. 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. 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. Sep 26, 2018 the 70s brought us disco, lip smackers, the oregon trail, the high five, and consultative selling. This involves adopting the marketing concept, valuing personal selling, and assuming the role of problem solver.