| The most powerful web based sales training | | | | is to listen to you present your solution. |
| incorporates practical no nonsense strategies for | | | | Step #2 Tell Them What You Have and the |
| closing on a sale. | | | | Benefits |
| Old-fashioned sales techniques of wrestling your | | | | Next, present your product or service, but don't |
| customer to the ground to make them cry 'uncle' | | | | just blurt it out. Instead you need to take a |
| no longer work, and they are seriously outdated. | | | | moment and provide the context for your |
| Sales training today must include the "consultative | | | | product. All that means is, tell them about your |
| selling process" and provide a structured sequence | | | | product or services as it relates to their specific |
| that results in successful lead conversions. | | | | problem and how it is the solution. |
| Using the consultative selling process, you can | | | | Become a teacher and educate your prospect |
| easily position yourself as a credible consultant | | | | about how your product can help them overcome |
| before you ever mention your product or service. | | | | their pain or challenge. Be sure to address their |
| It does not matter if you are communicating with | | | | specific pain so that you can highlight the benefits |
| your prospect in person, through your website, or | | | | your product or services provides them. These |
| over the telephone. Regardless of the method of | | | | are not necessarily going to be written on your |
| interaction, the initial goal is not to sell, but rather | | | | product information sheet. Make the benefits |
| to learn about their needs, provide value and then | | | | specific to your prospect so they feel you |
| introduce your product or service as a solution. | | | | understand their problem even better than they |
| Here are the 9 Steps in the Consultative Selling | | | | do! |
| Process: | | | | Teaching your prospect about what you have to |
| - #1 Your Opening Statement | | | | offer and how it will benefit them establishes: |
| - #2 Tell Them What You Have and the Benefits | | | | - What your product is and why it's different |
| - #3 Prove it! (Tell Your Story) | | | | - How it works and why it is easy for them to |
| - #4 Special Bonuses and Guarantees | | | | use |
| - #5 The Price | | | | - Why it will benefit them and how soon they will |
| - #6 Call to Action - Ask For the Sale! | | | | see results |
| - #7 Answer Questions and Objections | | | | - Your unique selling point and why you are THE |
| - #8 A Further Call to Action - Closing the Sale | | | | person to do business with |
| - #9 Followup | | | | Now it's time to reinforce your position. |
| 9 Steps in the Consultative Selling Process - Part I: | | | | Step #3 Prove it! (Tell Your Story) |
| The First Three Steps | | | | Any web based sales training program should |
| Step #1 Your Opening Statement | | | | emphasize the importance of you providing proof |
| It is imperative to understand the needs and | | | | or testimonials to your prospect during the sales |
| wants of your prospect. Fully understand and | | | | process. You can use your own story as a |
| appreciate their pain. If possible, walk a mile in | | | | testimony if it is appropriate and does not simply |
| their shoes! Your goal in your opening statement | | | | serve to make you the center of attention. |
| with your prospect is to relate to your prospect's | | | | (Remember, your prospect should be the star, |
| "pain" or other emotional triggers. Start with | | | | not you.) Testimonials are not about proving your |
| reminding them why you are calling. Explain that | | | | product by backing it up with scientific data. We |
| the entire call is going to be centered on their | | | | are referring to something even more powerful |
| specific needs. | | | | than medical research. |
| A very attentive prospect is ideal. You do not | | | | Social proof. |
| want to talk with someone when they are | | | | People are not always sure how to behave |
| distracted or not actively listening. In fact, if they | | | | socially, so they'll look to see what others are |
| sound preoccupied, or distracted, ask them if | | | | doing to guide their actions. They will consider |
| there is another time that works better for them. | | | | other people's experiences as a way to make a |
| They will appreciate you for this! When your | | | | more informed decision. Social proof is ultimately a |
| prospect is in a comfortable atmosphere without | | | | psychological occurrence and it can lead to good |
| distractions, your sales conversions will increase. | | | | or bad decisions. Using social proof in your live call |
| As you listen and learn about their challenges and | | | | with your prospect is powerful stuff. People make |
| goals, remind them of the pain they have been | | | | real life decisions based on what others are doing. |
| experiencing and that you are there to help them. | | | | A very powerful social proof communicator is the |
| Your tone is important and reflects the mood and | | | | "testimonial" or "customer review". Testimonials or |
| spirit of the call. Be relaxed, congenial and | | | | personal reviews from customers give credibility |
| considerate. Speak loudly, but don't shout. Use | | | | to you, your company and your product's |
| your best telephone voice and don't ever talk | | | | effectiveness and will drive others to duplicate |
| over your prospect. | | | | their actions. |
| You are already building a remarkably loyal | | | | We provide a template for you to use to develop |
| relationship with this person. Enjoy it! | | | | the key points of your experiences so that you |
| Your opening statement establishes: | | | | can 'tell your story' in such a way that is further |
| - Who you are and why you are calling | | | | connects you to your prospect. Do not |
| - A relaxed and professional tone | | | | underestimate the power of your personal story |
| - The scheduled time is still convenient for your | | | | and social proof to sell your products or services |
| prospect | | | | and further build your relationship and credibility |
| - The emotional trigger that is motivating your | | | | with your prospect. |
| prospect | | | | In "Web Based Sales Training: 9 Steps in the |
| - Your confidence in addressing their "pain" | | | | Consultative Selling Process - Part II", we will |
| - This consultation is about them and their needs | | | | show you the next three steps in the sequence: |
| - Why they should continue listening to you | | | | - Step #4 Special Bonuses and Guarantees |
| Look how much ground you have already | | | | - Step #5 The Price |
| covered in that little opening statement! That sets | | | | - Step #6 Call to Action - Ask For the Sale! |
| the stage for them to take the next step, which | | | | |