Category: consultative selling

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What is Consultative Selling with John Corley #59

John Corley Consultative Selling at Sales Builders of Illinois

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John Corley Consultative Selling at Sales Builders of IllinoisWhat is Consultative Selling?

Today we meet John Corley, the president of  Sales Builders of Illinois, a sales management and consulting professional development firm. In this episode, John explains the concept  of consultative selling  and the value it brings to win new clients. John  and how preparation, qualifying, questioning, and forecasting can all lead to a repeatable sales success.  He also shares mistakes he made when focusing too much on product, and how conceptual sales can solve that problem.

We have a lot to talk about, so with no further adieu.

Consultative Selling Definition

Consultative selling is  also referred to as conceptual selling, collaborative selling or solution-based selling.

Conceptual  selling is a sales methodology. Rather than just promoting an existing product, the salesperson focuses on the customer’s pain(s) and addresses the issue with his or her offerings (product and services).

  • Ask questions to better understand the clients issues
  • Understand the underlying reasons behind those issues
  • Identify the compelling reason for potentially buying a new solution
  • Identify the urgency to purchase now
  • Listen with an open mind, being prepared for all possibilities

How To Contact John Corley

You can find John Corley on Linkedin
Twitter handle is jdcorleysr or @jdcorleysr
Website  for Sales Builders, Inc.
Or you send him email at jdcorleysr
This is the free article John mentioned
10 Reasons Why You Should Invest In a Results-Orientated Sales Approach

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How to Win Complex Sales in Technology – an Interview With Brad Walker

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Brad Walker LIBrad Walker is a Strategic Account Manager at SalesForce.com, a company that specializes in CRM solutions. Brad is a former colleague,  old friend and Enterprise Sales expert.

In this episode Brad shares  stories, both wins and losses in sales. He explains how it’s  critical to listen to all parties when selling solutions and the importance of connecting  with the business sponsor.  If the decision maker is not on board, the deal may never close.

Brad believes that “Sales is an honorable profession, if done right.”

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Complex Sales, How to Approach It

Brad comes from a world of enterprise sales:

  • selling complex solutions
  • to large organizations

In these cases,  many people involved in the sale. They have have input into the process, they may not. In most cases, each person is responsible for a small portion of the decision. No one person makes the ultimate solution. But there is one person managing the sale. You must keep  them in the loop.

Selling Technology

When selling technology solutions, Brad believes that you must

  1. take the time to listen to all participants
  2. let everyone speak their mind
  3. learn all about the organization
  4. do your best to  please everyone

But if you don’t have the true decision maker/ business sponsor enrolled, the deal will go sideways and may never close.

Always remember “Business trumps IT”

Sales Resources and Links

Brad can be found  on his LinkedIn account.

Brad  is a strong supporter of his  son’s  marketing company Walker Internet Marketing   Look it up!

The New Strategic Selling by Miller/Heiman  is the book  that turned around Brad’s thinking about sales. It’s a great book and I recommend it for anyone selling complex solutions to large organizations.

Find Pat Helmers on LinkedIn

If you enjoyed this episode  please take a moment to find me on LinkedIn.  LinkedIn is my favorite  Social Media  venue these days.

Stop on by and we’ll share  cup of coffee, if only virtually.

The Minimalist’s Guide to Sales Prospecting

The following Infographic comes from a SalesForce.com  Canada  article features ten useful activities that take less than 20 minutes a day. You may find it of value!

Click To Enlarge

How to Increase Productivity

Via Salesforce

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SB026- How Sellers Connect with Questions, an Interview with Deb Calvert

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Deb CalvertIn this episode we talk about how sellers can create connections with buyers through questions.  Deb Calvert, is the host of the Connect Online Radio podcast  for selling professionals. She is also the  2014 Top Sales & Marketing Influencer and author of the DISCOVER Questions™ book series.  As President of People First Productivity Solutions, she  helps organizations  boost productivity through people development. This work includes leadership training, strategic executive planning, team effectiveness work, and performance management program design.

We question, questioning! Deb has a process called DISCOVER,  great questions sellers can ask to connect with prospective buyers.

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In This Episode

Deb believes there are eight purposes people can frame questions. She calls them DISCOVER.  They are:

  1. Data – Just want the facts question
  2. Issue – Concern or complaint you invite sharing question  “Tell me more about that…”
  3. Solution – Collaboration question,“Tell me about how others in your industry address  this problem.” instigates brainstorming and allows the sellers to get feedback on what the buyer perceives as great solutions, ideas you can feed back to the buyer.
  4. Consequence – Fear questions “What happens if you don’t meet your goals?”
  5. Outcome – Hopes questions “Where do see your business in one year?”
  6. Value – Understand buyers hierarchy  of needs  “What’s most urgent for you?”   
  7. Example – Compare contrast questions  “How does this compare with other possibilities?”
  8. Rationale – Decision making questions “Walk me through your process, how will you come to your decision?”

Be purposeful in your conversation she coaches. We can always get better at asking questions.  Not just messy fishing questions, but purposeful questions that advance the sale. The world has changed and buyers expect more from sellers. Because they  have so much information, they don’t want to be sold the old way.

Deb teaches that questions engage people.  They provide an opportunity to be heard. This requires skill in listening and to stay in the moment.

Items of Interest

Below are the links mentioned in the in the podcast. Don’t miss it!

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