Consultative Selling Skills Training_——120909.pptx

Consultative Selling SkillsPlease read SPIN Selling before start the TrainingWhy am I here today?MarketingSalesThe greater the integration, the greater the organizational capacity to create value across all marketsCONCERNCOMPETENCEFocus on buyers and their needs, not on products or servicesUnderstand buyer problems and why they matterKnow how products or services meet buyer needsKnow how they solve business problemsThree Cs of SellingCANDORBe straight, be honestIf you don’t know, don’t pretendDon’t deceive or exaggerateTraining OverviewSession I – Understanding SPIN ModelSPIN? Overview how successful people sell stages of the callUncovering and Developing Buyer Needs initial skill practice Meeting Buyer Needs in-depth look at the modelsTraining OverviewSession 2 – Developing SkillsMeeting Buyer Needs (continued)using the skills with different buyersGetting the Businesscall objectivescall plans that workPutting It All Togetherfinal skill practiceusing the skills in real callsYour Innovation Partner in Drug Discovery!Session I – Understanding SPIN ModelSUCCESSFUL2divide callsinto categoriesUNSUCCESSFULHuthwaite Research1What makes successful calls different?observecall behavior35,000 callsseller behaviorbuyer reactionsFundamentals of Successful CallsBuyers talk more than sellersSellers ask more questionsSellers talk about products and solutions later in the callFour Stages of a Sales CallOpeningthe most important stage of the callInvestigatingDemonstratingCapability failure here is often due to incomplete InvestigatingObtainingCommitmentAdapt to factors such as:who set up the meeting how well the seller knows the buyertime constraintsOpening the CallEstablish a buyer-centeredpurposeGain the buyer’s agreement for the seller to ask questionsWhoBenefits?ResearchShowsmore inunsuccessful callsbest sellers askfewer but focusthem betterlow value forbuyer butnecessaryfor sellerSituation and Problem QuestionsSituation Questionsabout background,facts, contextProblemQuestionshig