Empower your R&D team with a consultative selling model for research and development

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welcome back very happy to see you today we start our second module of course three models and frameworks to support sales planning during the second module we will deep dive into different selling models sales people use there are an enormous amount of them and we visit the most well-known and effective ones specifically we will see consultative selling model centric selling model professional selling skills relationship selling spin selling and we'll talk about the three phases of a sales call there are entire training courses dedicated to each model which can last some days but here you kind of get a flavor of them and then you can get more in-depth knowledge from our readings on the ones you find more adequate to your sales force needs now our first lesson we'll talk about consultative selling this scheme describes how the consultative model operates all starts with the expertise the salesperson must have a profound knowledge of the customer's business it's not enough to be an expert on his product or service the expertise drives trust the client recognize the salesperson know-how who then gains the credibility over time trust can vote to loyalty in the relationship between customer and salesperson how can we make this happen first let's define what exactly consultative selling is in a work published in 2001 called developing loyal customers with a value-adding salesforce examining customer satisfaction and the perceived credibility of consultative sales people the authors at any view and mark leach they define consultative selling as a way to better understand and develop solutions that help address the wants and needs of their respective clients the core of consultative selling is problem solving salesperson must have the ability to help the customers to identify the problems and provide solutions and of course the solutions will be provided by the salesperson's company we could agree that understanding or uncovering customers problems and proposing solutions can help establish a long-term business relationship but it can get even better in his book consultative selling mac hannah has a different take on what the consultative salespersons must sell a consultative sales is the sale of positive return on the customer's investment the economic impact of what is sold not the components of the sale themselves the conclusion is that loyalty will come from continuously providing solutions to improve sales or to decrease costs in other words loyalty comes from the fact that the sales person continuously provide business solutions that deliver return on investment let's recapture some of the things consultative salespeople do to make it easy we call them a b c d and e a they ask the right questions they don't jump ahead and try to push their products and that's a now b they become an expert in customer's key business besides being experts in their own portfolio of course c is for customized customize value propositions for each of their clients in each public d d is for discover discover the needs beyond the obvious the sales people that are truly consultative they take their time they ask more questions and very importantly they think e finally is for employee employ innovative solutions they go for a solution oriented approach they don't go for off-the-shelf formulas that are easy to propose by this point you must have understood that consultative selling is not a recipe it is a state of mind i will be back in lesson 3 where we will discuss a recipe type selling model professional selling skills p s s keep on the good work ciao