Module - Consultative Selling

The need for a product or service can be created in two ways.  One way might be to essentially shock the prospect by showing what other people are achieving.  The other way, this way, is to work collaboratively with the prospect to resolve a business problem.

We see this collaborative process whenever we do a workshop, a health check, a survey.

In this module, we explore how to sell the idea and then set up these collaborative events to achieve maximum impact.
The first concept is to make the event replicable.  So, we can do a Capacity Planning Study across several prospects; or a Technology Upgrade Workshop across several accounts.  We ‘productise’ the event.

The second key concept is the idea of a mini sales project.  There are three steps – to sell the event, to run the event and to ensure follow up from the event.  Each of these steps can be defined by a very specific set of commitments we need form the sponsor.

So often salespeople run such events and the initial enthusiasm just fades away.  This pitfall can be reduced dramatically by asking for the correct commitments at the end of the event.

In short we can define a detailed sales process that starts by gaining a formalised and replicable Hunting Licence and ends with the prospect appointing a responsible implementation manager with a clear follow up project.

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