尊敬的 微信汇率：1円 ≈ 0.046166 元 支付宝汇率：1円 ≈ 0.046257元 [退出登录]
SlideShare a Scribd company logo

Engaging Businesses with Consultative Selling--PWDA Training

•Download as PPT, PDF•
•
Michele Martin
Michele Martin

This document provides an overview of consultative selling strategies for engaging business customers. It discusses building rapport with customers, understanding their needs and goals, and customizing interactions based on the stage of the customer relationship. The stages include getting to know the customer, building trust and liking, getting the customer to try services, ensuring positive experiences, and maintaining ongoing relationships. The document also covers topics like creating customer profiles, developing customized offers for different customers, planning interactions, asking powerful questions, and following up with customers after meetings. The goal is to take a consultative approach that focuses on the customer perspective and moves the relationship forward at each stage.

Business
1 of 119
Engaging Business with Consultative Selling Michele Martin, The Bamboo Project, Inc.
Let’s Connect!  Name  WIB Area/Organization  Role  What is one thing you’re passionate about when it comes to serving your business customers? What do you pride yourself on?
Michele Martin  5 years HR/recruitment for 2 Fortune 500 companies  20 years in WFD  17 years as small business owner using consultative selling strategies  Passionate about helping my customers ask the right questions to connect with the right opportunities.
Agenda  Building Blocks--AM  Meeting with Customers—PM  Develop personal 30-Day Relationship Plan
Logistics  Questions  Concerns  “To do this well I need. . .”
Website  www.michelemmartin.com/consultative_selling  Username: pwda  Password: pawork  All slides and handouts  Follow-up resources/information for implementation  Questions/Issues that are coming up  Follow-up conversation
SOME BACKGROUND
To implement successfully. . .  Clearly articulated goals, priorities and outcomes  Skills & Tools  Work flow/systems  Rewarded for using consultative techniques  Time to change habits!
This training is . . .  Based on the assumption that you have and are using many of the skills it takes to create and maintain great relationships.  Part of a longer-term dialogue about what “business services” and “business engagement mean under WIOA.  An invitation to conversation about what shifts we might need to make to become more consultative.
Let’s Get Started!
Overview of Consultative Selling Building Blocks and Process
If you want to build a long-term, successful enterprise, you can’t focus on “closing the sale.” You have to focus on opening the relationship.
Consultative Selling is NOT . . .  Establishing rapport and getting businesses to like us  Informing about our services  Job development  Getting customers to register in Job Gateway or sign up for an OJT.
It’s All About Them!
Relationship First
Customer Experience
Help Them Make Good Decisions
Asking the Right Questions
Become Trusted Colleague
Intentional and Strategic
 Find:  Needs  “Hot Buttons”  Trends  Provide:  Help (from customer perspective)  Customized solutions  Insights  Opportunities
Success=Continued Engagement
Which can lead to. . .  Job development  Getting businesses to register on Job Gateway  OJTs  And a lot more!
3 Building Blocks 3 Stages
Phases of Engagement
So our KEY question is. . . How are we using our offers and interactions to engage with our ideal customers and move them through the phases of engagement--from not knowing who we are to recommending us to other businesses and partnering with us to co-create?
Consultative Selling Stages
Plan
Interact
Ideal Customer Profiles Deepening our Knowledge of Customer Types
“Trying to sell products and services without understanding your ideal customers is like driving with your eyes closed.”
Profiles/Personas  Describe a broad category of type of customers.  Tell a story.  Are like a “comprehensive how-to guide to reaching your ideal customers.”
Some Key Elements  Broad Description—Industry, Role in Company  Key Quotes  Unique Goals, Problems and “Hot Buttons”  Hesitations and Objections  Best ways to engage  How do these ideal customers find you?  What keeps them coming back?
Ideally. . .  Done with WIB/CareerLink staff as an OVERALL strategy.  Shared with everyone.  Reviewed/revised on ongoing basis:  Same customers?  Where are the new markets?
Let’s Practice!  Review your assigned profile  Discussion Questions  3 Key Insights
Create Your Own  Ideal Customer Profile Worksheet  Survey Information  Focus Groups  Interviews
How to Use  Evaluate everything according to “What would that ideal customer say/do/want?”  To plan for interviews/meetings  In strategic/operations planning
For Today. . . Keep asking “WWRD” or WWMD”?
Stages of Engagement From “Who Are You?” to “I’ll Do Anything for You!”
The Hourglass  Way to look at entire customer experience.  Different messages, types of information and levels of contact for each stage.  We must be strategic for each phase.
Results  More effective interactions  Improved customer service  Improved customer engagement
The Phases
As we review. . .  Follow along on handout  Identify some of your customers at this phase  What problems/issues do customers encounter at this phase  How might we be disappointing them?  What concerns do they have?
Phase 1: KNOW  First impressions count!  How do customers find out about you? Are you capturing your leads?  How inviting/welcoming are your interactions, website, materials, etc.?
Phase 2: LIKE  Do you seem to “get” their issues, needs, etc.?  Do your interactions seem customized/personalized to their problems?  Have you overcome any initial negative perceptions they may have about working with a government agency?
Phase 3: TRUST  Just because they like you doesn’t mean they TRUST you!  Are you knowledgeable and credible?  Do you ask questions that make them think and that help them develop insights?  Do you provide them with resources, information, connections, materials, etc. that add value—whether or not they are related to your services?
Phase 4: TRY  What could they “sample” to entice them to actually buy?  What can we do that minimizes their investments of time and/or their perceived risks?
Phase 5:  When they’re ready to use a service—post on Job Gateway, participate in a Job Fair, work on a recruitment event.  Expectations are everything! What expectations are you setting? What are their expectations?  How are you DELIVERING on your promises and DELIGHTING customers with the experience?  Every aspect of the process will influence their opinion— can either move you forward or 3 steps back.
Phase 6: REPEAT  Use the same services?  Use new services (cross-selling)?  How are you engaging with customers to uncover new needs and respond?  How are you continuing to engage with them to connect to relevant resources, information and people—even when they aren’t currently “buying” from you?
Phase 7: REFER  How do you make it easy for them to advocate and refer?  How are you engaging them so well they are willing to invest time in planning/co-creating with you?
Let’s Practice!  3 Rachels and 3 Mikes  Remember—WWRD and WWMD
How Do We Use?  Think in terms of relationship building, not “selling”  Plan our interactions more strategically, including customer “Calls to Action”—next steps.  Plan offers for different customer types/phases of engagement.
Customer Offers From Services and Features to Solutions and Results
Your Offer = What You Are Selling  Newsletters, webinars, articles  Events  A conversation or meeting with you  Post a job in Job Gateway  Hire a job seeker
An Offer . . .
The Offer Has to MATTER to Them!
Messaging & Experiences Count! What message(s) does a customer need to hear and what experiences do they need to have to move from one phase of engagement to the next?
Impact of Proper Messaging “Would you be willing to donate?” “Would you be willing to donate? Every little bit helps. 28% donated 50% donated!
Your Offers Should . . .  Connect to ideal customer profile—(WWRD or WWMD?)  Build relationships based on phase of engagement— don’t be at “Buy” when they are at “Like”!  Identify and encourage Call to Action—”Best Next Step”  Overcome “Action Paralysis”  Make it EASY  Make it OBVIOUS  Give them tools and resources to follow up
The Traditional Offer  These are our services.  These are the features of our services.  This is how our services will benefit you.  Do you want to buy?
And that can feel . . .
Traditional Offers  Start with your services  Emphasize features and benefits , rather than solutions and results.  Usually more “generic”  Don’t always connect to customer problems, aspirations, what they value and their stage of engagement.
The Consultative Offer  This is where you’re at in the process.  These are your problems and goals.  These are your “hot buttons.”  These are the results you need/want to achieve.  How can I help?
Consultative Offers  Start with customer problems and/or aspirations.  Show your interactions and services as the solution to a problem.  Paint a picture  Connect to customer “hot buttons.”  Are personalized, based on your ideal customer profiles and where the customer is at in terms of engagement.  Identify results  Are appropriate for the stage of engagement.
Ultimately, you want to . . . Use your offers to keep them engaged and to help them make good decisions.
In consultative selling. . .  We have offers for each phase.  We have offers for different customer types.  You can create initial offers, based on phase and customer type.  You can use conversations with customers to revise existing offers and develop new ones.
Let’s Practice  Use Offer Worksheet to design some initial offers based on current services for your ideal customer (Rachel or Mike)  Work in pairs with someone who has same customer profile.  Compare:  Other pairs with same profile  Other pairs with different profile  Insights
How Do We Use?  Thinking in terms of offers restructures our approach— gets us thinking in terms of THEIR needs, not our own.  Plan initial offers based on customer profile and phase of engagement.  As conversation tool with customers—gives something to react to/work with in interviews.
Building Block Insights  How is what you’ve learned so far:  Same as what you currently do?  Different from what you currently do?  How can you apply what we’ve learned so far to your current work?  What questions do you have?  What concerns do you have?
Stages of Consultative Selling Planning, Interacting and Follow-Up
“Failing to plan is planning to fail”
Do you plan before. . .  Attending a networking event?  Meeting with a new business customer?  Meeting with an existing business customer?  Responding to a call re: a job posting/filling a job?
Planning helps you become. . . LESS  Reactive  Transaction-oriented  Generic  Focused on telling MORE  Responsive  Relationship-oriented  Customized  Focused on asking
“Winging It” Won’t Work
You need clarity about. . .  Customer Profile  Phase of Engagement  Goals for your Interaction—what do you want to accomplish?  Call to Action—What next step(s)?  Power Questions you will ask  Preliminary Offers
The Power of Questions
Questions that Lack Power
Let’s Practice!  Customer Contact Planning  Draw a Phase of Engagement  With a partner who has the same profile, plan a meeting with that customer to get them to the next phase.  Make up any details you need to.  Get with a pair that has the same profile and compare notes.  Get with a pair that has the other profile and compare notes.  What is the same? What is different? Why?
Meeting with Your Customer
Goals for Every Interaction  Grow relationship and invite ongoing interaction.  Get deeper into their world (not make them understand our world).  Learn something new about the customer, his/her situation, needs, goals and/or trends impacting him/her.
80/20 Rule 80% 20%
Listen for . . .  Problems—Even (or especially) if they aren’t related to workforce development  Hot buttons—what they seem to most value  Aspirations and goals—personal, professional, departmental, company-wide  Expectations—what will they be looking for in their interactions with you?  What they DON’T say--Sometimes they don’t know what they don’t know.
Structure  Establish/re-establish rapport (Profile+Research+Stage of Engagement)  Get to point of meeting (based on goals/CTA)  Work through questions  Clarify agreements and expectations  Establish timeline/parameters for follow up  Close with next steps on both sides
Documenting  Pages 3-5 of Customer Contact Planning Form  Take notes while they are talking, but keep eye contact  After you leave, IMMEDIATELY review/respond to questions so you don’t forget.
Closing the Meeting DO  Clarify all expectations and timelines  Promise (and provide!) an email summarizing discussion/agreements  Keep the relationship open —find a way to maintain engagement DON’T  Promise anything you’re not POSITIVE you can deliver—UNDER-PROMISE and OVER-DELIVER!  Think you have to have all the answers now—NOT having all the answers allows for customization!
Let’s Practice  Get with another team that has your same profile.  One person will be the interviewer, the other will play the role of the customer.  Go through the “meeting” based on your planning. The two who are not assigned roles will be observers—look for what works/what doesn’t work. Also monitor the listening/talking ratio of both parties.  Do the same with someone who has a different profile.
Debrief  What happened?  How did it feel?  How did the customer feel?  What did you learn?  What came up as potential issues/problems?
Following Up After the Meeting
Two Areas for Follow-up
Customer Follow-Up
12-24 Hours: Know/Like/Trust  Personalized LinkedIn Connection request (where appropriate)  Email with useful article, resource, connection, etc.  Offer to deepen connection (where appropriate):  “Learned a lot and would love to pick your brain over a cup of coffee.”  “Think you’d really enjoy meeting Jane Doe who’s dealing with similar issues---maybe we could arrange a call with three of us to discuss XYZ.”
Know/Like/Trust Ongoing  Master the “ping”—regular contact schedule to continue/deepen the relationship.  Use LinkedIn to set reminders.  Focus on adding value according to customer perspective and values.  How are you continuing to connect and add value for this customer, even if he/she isn’t “buying?”
Try/Buy/Repeat: 12-24 Hours  Are you the right solution? If not—focus on the relationship!  Follow-up internally (where appropriate)  Email summarizing meeting and any new info  Key agreements/expectations/timeline/other people  Next steps, including planned next communication  Provide customer with user-friendly documents/materials that can make execution go more smoothly.  Execute—make sure that what needs to happen is happening.
Try/Buy/Repeat Execution  Don’t disappear!  Monitor what’s happening internally and pro-actively identify and communicate about problems.  Tell about problem AND solution at same time.  Use “We can do better” language, not “Blame” language.  Call first-time users of a service  What worked? What didn’t work? How can we do better?  Do relationship repair when customers are disappointed
Try/Buy/Repeat Ongoing  How can you maintain contact with customer even when they aren’t “buying” from you right now?  How can you deepen the relationship—what step are they now ready for?
Let’s Practice  In pairs, discuss what follow up you would do after your customer interview.  Talk with another pair about their follow-up—what’s the same? What’s different?
Following Up on Learning
Customer Learning Builds Relationships!  Demonstrates empathy and understanding of their business.  Can become new source of credibility and “insider knowledge”  Creates new service and engagement opportunities.
Consultative Selling=Customer Learning  What did we learn about that individual customer that should be used in future interactions?  What did we learn about that individual customer that indicates they need something other than our services?  What are we learning about trends and issues ACROSS customers?  New needs/challenges  New goals/aspirations  Trends in hiring/training  Trends in business, industry
Regular Conversations About. . .  What are we learning?  What does this tell us about:  Changes to customer profile(s) or focus on new markets?  Issues with stages of engagement?  Issues with execution?  Need for new connections?  New opportunities?
Share Information with. . .  WIB/CareerLink staff  Partners  Customers!  “Here’s what we’re learning from our customers”  “This is what we’re hearing from healthcare providers”  “We asked and you responded!”
Your 30-Day Relationship Plan After the Meeting
In consultative selling. . .  Establish relationships (Know/Like/Trust)  Maintain relationships (Trust/Try/Buy)  Deepen relationships (Repeat/Refer)
Your Plan  Refer to individuals you identified during the Stages of Customer Engagement exercise.  Identify 2-3 individuals to:  Establish  Maintain  Deepen  Identify goals/strategies
What Are Your Take Aways?
What is ONE thing you will do?

Recommended

Consultative Selling Workshop
Consultative Selling WorkshopConsultative Selling Workshop
Consultative Selling Workshop
Leland Sandler
 
Chapter 8 handling objections sp12
Chapter 8 handling objections sp12Chapter 8 handling objections sp12
Chapter 8 handling objections sp12
alexishoey
 
Sales training module presentation slides john
Sales training module presentation slides johnSales training module presentation slides john
Sales training module presentation slides john
John Ndukwe Ibebunjo
 
7 Tips for Delivering a Winning Sales Presentation
7 Tips for Delivering a Winning Sales Presentation7 Tips for Delivering a Winning Sales Presentation
7 Tips for Delivering a Winning Sales Presentation
GnuCreations
 
Selling Skills
Selling SkillsSelling Skills
Selling Skills
Ravi Reddy
 
Sales training key account managers selling skills workshop
Sales training key account managers selling skills workshopSales training key account managers selling skills workshop
Sales training key account managers selling skills workshop
Miodrag Kostic, CMC
 
Consultative Sales Skills-Presented by Jeffrey Mesquita
Consultative Sales Skills-Presented by Jeffrey MesquitaConsultative Sales Skills-Presented by Jeffrey Mesquita
Consultative Sales Skills-Presented by Jeffrey Mesquita
SCORE Atlanta
 
Advanced Professional Selling Skills
Advanced Professional Selling SkillsAdvanced Professional Selling Skills
Advanced Professional Selling Skills
Tom Shay
 

Recommended

Consultative Selling Workshop
Consultative Selling WorkshopConsultative Selling Workshop
Consultative Selling Workshop
Leland Sandler
 
Chapter 8 handling objections sp12
Chapter 8 handling objections sp12Chapter 8 handling objections sp12
Chapter 8 handling objections sp12
alexishoey
 
Sales training module presentation slides john
Sales training module presentation slides johnSales training module presentation slides john
Sales training module presentation slides john
John Ndukwe Ibebunjo
 
7 Tips for Delivering a Winning Sales Presentation
7 Tips for Delivering a Winning Sales Presentation7 Tips for Delivering a Winning Sales Presentation
7 Tips for Delivering a Winning Sales Presentation
GnuCreations
 
Selling Skills
Selling SkillsSelling Skills
Selling Skills
Ravi Reddy
 
Sales training key account managers selling skills workshop
Sales training key account managers selling skills workshopSales training key account managers selling skills workshop
Sales training key account managers selling skills workshop
Miodrag Kostic, CMC
 
Consultative Sales Skills-Presented by Jeffrey Mesquita
Consultative Sales Skills-Presented by Jeffrey MesquitaConsultative Sales Skills-Presented by Jeffrey Mesquita
Consultative Sales Skills-Presented by Jeffrey Mesquita
SCORE Atlanta
 
Advanced Professional Selling Skills
Advanced Professional Selling SkillsAdvanced Professional Selling Skills
Advanced Professional Selling Skills
Tom Shay
 
Sales Objections
Sales ObjectionsSales Objections
Sales Objections
Akash Shah
 
Advanced Selling Skills
Advanced Selling SkillsAdvanced Selling Skills
Advanced Selling Skills
venkateshmanoj
 
Selling Is An Art Form
Selling Is An Art FormSelling Is An Art Form
Selling Is An Art Form
Amanda Coyne Boscarello
 
Awesome Sales Closing Techniques
Awesome Sales Closing Techniques Awesome Sales Closing Techniques
Awesome Sales Closing Techniques
Achievers Group (Australia)
 
Improving Your Selling Skills
Improving Your Selling SkillsImproving Your Selling Skills
Improving Your Selling Skills
Momentum Training Solutions Pvt Ltd
 
15 sales techniques to improve the sales process
15 sales techniques to improve the sales process15 sales techniques to improve the sales process
15 sales techniques to improve the sales process
Yuri Piltser
 
professional selling skills
professional selling skillsprofessional selling skills
professional selling skills
Ahmed Nabil
 
Closing Sales Sample
Closing Sales SampleClosing Sales Sample
Closing Sales Sample
Gabriel Vasquez
 
Selling Skills
Selling SkillsSelling Skills
Selling Skills
Pushp Rajkavi
 
Selling skills
Selling skillsSelling skills
Selling skills
Mohamed Mossad
 
Consultative Selling Presentation
Consultative Selling PresentationConsultative Selling Presentation
Consultative Selling Presentation
tshelton79
 
Selling skills
Selling skillsSelling skills
Selling skills
Sugata Chowdhuri
 
IPS Selling Skills Presentation Slideshow
IPS Selling Skills Presentation SlideshowIPS Selling Skills Presentation Slideshow
IPS Selling Skills Presentation Slideshow
Dave Gregory
 
Selling skills & Cross Selling
Selling skills & Cross SellingSelling skills & Cross Selling
Selling skills & Cross Selling
Hazem Diab
 
Selling skills summary
Selling skills summarySelling skills summary
Selling skills summary
Yehia Elboraie
 
Effective Selling skills
Effective Selling skillsEffective Selling skills
Effective Selling skills
Narendra Narendra
 
How to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 StepsHow to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 Steps
Criteria for Success
 
Objection handling
Objection handlingObjection handling
Objection handling
Jyoti Kushawaha
 
Effective Selling Skill
Effective Selling SkillEffective Selling Skill
Effective Selling Skill
Arfan Ahmed Shourov
 
Basic Selling Skills Final
Basic Selling Skills FinalBasic Selling Skills Final
Basic Selling Skills Final
Mohamed Salah Rashwan
 
Consultative Selling Process
Consultative Selling ProcessConsultative Selling Process
Consultative Selling Process
Mehra Deepak
 
The Change Practitioner's Toolkit: Tools, Techniques, Traps, & Takeaways
The Change Practitioner's Toolkit: Tools, Techniques, Traps, & TakeawaysThe Change Practitioner's Toolkit: Tools, Techniques, Traps, & Takeaways
The Change Practitioner's Toolkit: Tools, Techniques, Traps, & Takeaways
Trish Uhl, PMP, CPLP
 

More Related Content

What's hot

Sales Objections
Sales ObjectionsSales Objections
Sales Objections
Akash Shah
 
Advanced Selling Skills
Advanced Selling SkillsAdvanced Selling Skills
Advanced Selling Skills
venkateshmanoj
 
Selling Is An Art Form
Selling Is An Art FormSelling Is An Art Form
Selling Is An Art Form
Amanda Coyne Boscarello
 
Awesome Sales Closing Techniques
Awesome Sales Closing Techniques Awesome Sales Closing Techniques
Awesome Sales Closing Techniques
Achievers Group (Australia)
 
Improving Your Selling Skills
Improving Your Selling SkillsImproving Your Selling Skills
Improving Your Selling Skills
Momentum Training Solutions Pvt Ltd
 
15 sales techniques to improve the sales process
15 sales techniques to improve the sales process15 sales techniques to improve the sales process
15 sales techniques to improve the sales process
Yuri Piltser
 
professional selling skills
professional selling skillsprofessional selling skills
professional selling skills
Ahmed Nabil
 
Closing Sales Sample
Closing Sales SampleClosing Sales Sample
Closing Sales Sample
Gabriel Vasquez
 
Selling Skills
Selling SkillsSelling Skills
Selling Skills
Pushp Rajkavi
 
Selling skills
Selling skillsSelling skills
Selling skills
Mohamed Mossad
 
Consultative Selling Presentation
Consultative Selling PresentationConsultative Selling Presentation
Consultative Selling Presentation
tshelton79
 
Selling skills
Selling skillsSelling skills
Selling skills
Sugata Chowdhuri
 
IPS Selling Skills Presentation Slideshow
IPS Selling Skills Presentation SlideshowIPS Selling Skills Presentation Slideshow
IPS Selling Skills Presentation Slideshow
Dave Gregory
 
Selling skills & Cross Selling
Selling skills & Cross SellingSelling skills & Cross Selling
Selling skills & Cross Selling
Hazem Diab
 
Selling skills summary
Selling skills summarySelling skills summary
Selling skills summary
Yehia Elboraie
 
Effective Selling skills
Effective Selling skillsEffective Selling skills
Effective Selling skills
Narendra Narendra
 
How to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 StepsHow to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 Steps
Criteria for Success
 
Objection handling
Objection handlingObjection handling
Objection handling
Jyoti Kushawaha
 
Effective Selling Skill
Effective Selling SkillEffective Selling Skill
Effective Selling Skill
Arfan Ahmed Shourov
 
Basic Selling Skills Final
Basic Selling Skills FinalBasic Selling Skills Final
Basic Selling Skills Final
Mohamed Salah Rashwan
 

What's hot (20)

Sales Objections
Sales ObjectionsSales Objections
Sales Objections
 
Advanced Selling Skills
Advanced Selling SkillsAdvanced Selling Skills
Advanced Selling Skills
 
Selling Is An Art Form
Selling Is An Art FormSelling Is An Art Form
Selling Is An Art Form
 
Awesome Sales Closing Techniques
Awesome Sales Closing Techniques Awesome Sales Closing Techniques
Awesome Sales Closing Techniques
 
Improving Your Selling Skills
Improving Your Selling SkillsImproving Your Selling Skills
Improving Your Selling Skills
 
15 sales techniques to improve the sales process
15 sales techniques to improve the sales process15 sales techniques to improve the sales process
15 sales techniques to improve the sales process
 
professional selling skills
professional selling skillsprofessional selling skills
professional selling skills
 
Closing Sales Sample
Closing Sales SampleClosing Sales Sample
Closing Sales Sample
 
Selling Skills
Selling SkillsSelling Skills
Selling Skills
 
Selling skills
Selling skillsSelling skills
Selling skills
 
Consultative Selling Presentation
Consultative Selling PresentationConsultative Selling Presentation
Consultative Selling Presentation
 
Selling skills
Selling skillsSelling skills
Selling skills
 
IPS Selling Skills Presentation Slideshow
IPS Selling Skills Presentation SlideshowIPS Selling Skills Presentation Slideshow
IPS Selling Skills Presentation Slideshow
 
Selling skills & Cross Selling
Selling skills & Cross SellingSelling skills & Cross Selling
Selling skills & Cross Selling
 
Selling skills summary
Selling skills summarySelling skills summary
Selling skills summary
 
Effective Selling skills
Effective Selling skillsEffective Selling skills
Effective Selling skills
 
How to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 StepsHow to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 Steps
 
Objection handling
Objection handlingObjection handling
Objection handling
 
Effective Selling Skill
Effective Selling SkillEffective Selling Skill
Effective Selling Skill
 
Basic Selling Skills Final
Basic Selling Skills FinalBasic Selling Skills Final
Basic Selling Skills Final
 

Viewers also liked

Consultative Selling Process
Consultative Selling ProcessConsultative Selling Process
Consultative Selling Process
Mehra Deepak
 
The Change Practitioner's Toolkit: Tools, Techniques, Traps, & Takeaways
The Change Practitioner's Toolkit: Tools, Techniques, Traps, & TakeawaysThe Change Practitioner's Toolkit: Tools, Techniques, Traps, & Takeaways
The Change Practitioner's Toolkit: Tools, Techniques, Traps, & Takeaways
Trish Uhl, PMP, CPLP
 
Consultative Selling Simplified
Consultative Selling SimplifiedConsultative Selling Simplified
Consultative Selling Simplified
Aalok Gupta
 
Consultative selling - Wilts/Glos/Bristol autumn 2010
Consultative selling - Wilts/Glos/Bristol autumn 2010Consultative selling - Wilts/Glos/Bristol autumn 2010
Consultative selling - Wilts/Glos/Bristol autumn 2010
Business Link South West - Events
 
consultative selling
consultative sellingconsultative selling
consultative selling
Richard White
 
Effective selling techniques
Effective selling techniquesEffective selling techniques
Effective selling techniques
weetong
 
Personal branding - do it yourself
Personal branding - do it yourselfPersonal branding - do it yourself
Personal branding - do it yourself
Shivam Dhawan
 

Viewers also liked (7)

Consultative Selling Process
Consultative Selling ProcessConsultative Selling Process
Consultative Selling Process
 
The Change Practitioner's Toolkit: Tools, Techniques, Traps, & Takeaways
The Change Practitioner's Toolkit: Tools, Techniques, Traps, & TakeawaysThe Change Practitioner's Toolkit: Tools, Techniques, Traps, & Takeaways
The Change Practitioner's Toolkit: Tools, Techniques, Traps, & Takeaways
 
Consultative Selling Simplified
Consultative Selling SimplifiedConsultative Selling Simplified
Consultative Selling Simplified
 
Consultative selling - Wilts/Glos/Bristol autumn 2010
Consultative selling - Wilts/Glos/Bristol autumn 2010Consultative selling - Wilts/Glos/Bristol autumn 2010
Consultative selling - Wilts/Glos/Bristol autumn 2010
 
consultative selling
consultative sellingconsultative selling
consultative selling
 
Effective selling techniques
Effective selling techniquesEffective selling techniques
Effective selling techniques
 
Personal branding - do it yourself
Personal branding - do it yourselfPersonal branding - do it yourself
Personal branding - do it yourself
 

Similar to Engaging Businesses with Consultative Selling--PWDA Training

Engaging Business as Your Partner
Engaging Business as Your PartnerEngaging Business as Your Partner
Engaging Business as Your Partner
Michele Martin
 
Strategicpresentation1
Strategicpresentation1Strategicpresentation1
Strategicpresentation1
jbalcom
 
Getting brilliant briefs from your client
Getting brilliant briefs from your clientGetting brilliant briefs from your client
Getting brilliant briefs from your client
Kathryn Ellis
 
Sales training for an IT consulting firm
Sales training for an IT consulting firmSales training for an IT consulting firm
Sales training for an IT consulting firm
Allied Consultants
 
Aprpowerpoint
AprpowerpointAprpowerpoint
Aprpowerpoint
JAMES SULLIVAN
 
How to convert your ideas to business
How to convert your ideas to businessHow to convert your ideas to business
How to convert your ideas to business
Opeyemi Praise
 
Pet expo slides 2013
Pet expo slides 2013Pet expo slides 2013
Pet expo slides 2013
MacInnis Marketing
 
Sales Methodologies - A quick guide to boosting success - realSociable
Sales Methodologies - A quick guide to boosting success - realSociableSales Methodologies - A quick guide to boosting success - realSociable
Sales Methodologies - A quick guide to boosting success - realSociable
Dalia Asterbadi
 
Writing an effective brief - Panteion University, Ad & PR Lab
Writing an effective brief - Panteion University, Ad & PR LabWriting an effective brief - Panteion University, Ad & PR Lab
Writing an effective brief - Panteion University, Ad & PR Lab
Lina Kiriakou
 
The Marketing Department of Me, Myself and I
The Marketing Department of Me, Myself and IThe Marketing Department of Me, Myself and I
The Marketing Department of Me, Myself and I
yeagerjenn
 
Hatch A Business in 90 Days
Hatch A Business in 90 DaysHatch A Business in 90 Days
Hatch A Business in 90 Days
Willis-Works Communications, Incubate Your Biz, Gen-Sights
 
The Five Things You Need to Know About Your Customers
The Five Things You Need to Know About Your CustomersThe Five Things You Need to Know About Your Customers
The Five Things You Need to Know About Your Customers
Amelia Young, CFA
 
How to create buyer personas for your business - free template
How to create buyer personas for your business - free templateHow to create buyer personas for your business - free template
How to create buyer personas for your business - free template
Bettina A. Baumgart
 
How to convert your ideas to business
How to convert your ideas to businessHow to convert your ideas to business
How to convert your ideas to business
Opeyemi Praise
 
Small Business Marketing Toolkit
Small Business Marketing ToolkitSmall Business Marketing Toolkit
Small Business Marketing Toolkit
Cadence Marketing
 
Closing sales deal
Closing sales dealClosing sales deal
Closing sales deal
Tania Aslam
 
The 12 Ps
The 12 PsThe 12 Ps
The 12 Ps
Organizational Development & Change Management
 
Customer Journey Maps and Buyer Personas
Customer Journey Maps and Buyer PersonasCustomer Journey Maps and Buyer Personas
Customer Journey Maps and Buyer Personas
Ambachtelijke Marketing
 
Customer Journey Maps and Buyer Personas
Customer Journey Maps and Buyer PersonasCustomer Journey Maps and Buyer Personas
Customer Journey Maps and Buyer Personas
Goodbuzz Inc.
 
Getting to Product Market Fit - An Overview of Customer Discovery & Validation
Getting to Product Market Fit - An Overview of Customer Discovery & ValidationGetting to Product Market Fit - An Overview of Customer Discovery & Validation
Getting to Product Market Fit - An Overview of Customer Discovery & Validation
Jason Evanish
 

Similar to Engaging Businesses with Consultative Selling--PWDA Training (20)

Engaging Business as Your Partner
Engaging Business as Your PartnerEngaging Business as Your Partner
Engaging Business as Your Partner
 
Strategicpresentation1
Strategicpresentation1Strategicpresentation1
Strategicpresentation1
 
Getting brilliant briefs from your client
Getting brilliant briefs from your clientGetting brilliant briefs from your client
Getting brilliant briefs from your client
 
Sales training for an IT consulting firm
Sales training for an IT consulting firmSales training for an IT consulting firm
Sales training for an IT consulting firm
 
Aprpowerpoint
AprpowerpointAprpowerpoint
Aprpowerpoint
 
How to convert your ideas to business
How to convert your ideas to businessHow to convert your ideas to business
How to convert your ideas to business
 
Pet expo slides 2013
Pet expo slides 2013Pet expo slides 2013
Pet expo slides 2013
 
Sales Methodologies - A quick guide to boosting success - realSociable
Sales Methodologies - A quick guide to boosting success - realSociableSales Methodologies - A quick guide to boosting success - realSociable
Sales Methodologies - A quick guide to boosting success - realSociable
 
Writing an effective brief - Panteion University, Ad & PR Lab
Writing an effective brief - Panteion University, Ad & PR LabWriting an effective brief - Panteion University, Ad & PR Lab
Writing an effective brief - Panteion University, Ad & PR Lab
 
The Marketing Department of Me, Myself and I
The Marketing Department of Me, Myself and IThe Marketing Department of Me, Myself and I
The Marketing Department of Me, Myself and I
 
Hatch A Business in 90 Days
Hatch A Business in 90 DaysHatch A Business in 90 Days
Hatch A Business in 90 Days
 
The Five Things You Need to Know About Your Customers
The Five Things You Need to Know About Your CustomersThe Five Things You Need to Know About Your Customers
The Five Things You Need to Know About Your Customers
 
How to create buyer personas for your business - free template
How to create buyer personas for your business - free templateHow to create buyer personas for your business - free template
How to create buyer personas for your business - free template
 
How to convert your ideas to business
How to convert your ideas to businessHow to convert your ideas to business
How to convert your ideas to business
 
Small Business Marketing Toolkit
Small Business Marketing ToolkitSmall Business Marketing Toolkit
Small Business Marketing Toolkit
 
Closing sales deal
Closing sales dealClosing sales deal
Closing sales deal
 
The 12 Ps
The 12 PsThe 12 Ps
The 12 Ps
 
Customer Journey Maps and Buyer Personas
Customer Journey Maps and Buyer PersonasCustomer Journey Maps and Buyer Personas
Customer Journey Maps and Buyer Personas
 
Customer Journey Maps and Buyer Personas
Customer Journey Maps and Buyer PersonasCustomer Journey Maps and Buyer Personas
Customer Journey Maps and Buyer Personas
 
Getting to Product Market Fit - An Overview of Customer Discovery & Validation
Getting to Product Market Fit - An Overview of Customer Discovery & ValidationGetting to Product Market Fit - An Overview of Customer Discovery & Validation
Getting to Product Market Fit - An Overview of Customer Discovery & Validation
 

More from Michele Martin

Design Thinking Workshop for Maryland Family Network
Design Thinking Workshop for Maryland Family NetworkDesign Thinking Workshop for Maryland Family Network
Design Thinking Workshop for Maryland Family Network
Michele Martin
 
Improving Job Seeker Outcomes with the G.R.O.W. Coaching Model
Improving Job Seeker Outcomes with the G.R.O.W. Coaching ModelImproving Job Seeker Outcomes with the G.R.O.W. Coaching Model
Improving Job Seeker Outcomes with the G.R.O.W. Coaching Model
Michele Martin
 
Intro to Design Thinking for Youth Development Practitioners
Intro to Design Thinking for Youth Development PractitionersIntro to Design Thinking for Youth Development Practitioners
Intro to Design Thinking for Youth Development Practitioners
Michele Martin
 
Tips and Strategies for Engaging Youth
Tips and Strategies for Engaging YouthTips and Strategies for Engaging Youth
Tips and Strategies for Engaging Youth
Michele Martin
 
Asset-Based Coaching: Using Strengths and Coaching Strategies to Assist Job S...
Asset-Based Coaching: Using Strengths and Coaching Strategies to Assist Job S...Asset-Based Coaching: Using Strengths and Coaching Strategies to Assist Job S...
Asset-Based Coaching: Using Strengths and Coaching Strategies to Assist Job S...
Michele Martin
 
Building Resilient Employment Programs
Building Resilient Employment ProgramsBuilding Resilient Employment Programs
Building Resilient Employment Programs
Michele Martin
 
GJIF Social Media and Job Search Presentation
GJIF Social Media and Job Search PresentationGJIF Social Media and Job Search Presentation
GJIF Social Media and Job Search Presentation
Michele Martin
 
Social Media as a Job Search Tool--MHANJ/DVR Presentation
Social Media as a Job Search Tool--MHANJ/DVR PresentationSocial Media as a Job Search Tool--MHANJ/DVR Presentation
Social Media as a Job Search Tool--MHANJ/DVR Presentation
Michele Martin
 
Promoting Youth Entrepreneurship
Promoting Youth EntrepreneurshipPromoting Youth Entrepreneurship
Promoting Youth Entrepreneurship
Michele Martin
 
Telling the Workforce Story with Social Media
Telling the Workforce Story with Social MediaTelling the Workforce Story with Social Media
Telling the Workforce Story with Social Media
Michele Martin
 
Mhanj gseta social-media-june2013v2
Mhanj gseta social-media-june2013v2Mhanj gseta social-media-june2013v2
Mhanj gseta social-media-june2013v2
Michele Martin
 
PA Integrated Learning Conference Presentation on Social Media
PA Integrated Learning Conference Presentation on Social MediaPA Integrated Learning Conference Presentation on Social Media
PA Integrated Learning Conference Presentation on Social Media
Michele Martin
 
Understanding and Using Labor Market Information
Understanding and Using Labor Market InformationUnderstanding and Using Labor Market Information
Understanding and Using Labor Market Information
Michele Martin
 
Asset Based Assessment and Career Planning
Asset Based Assessment and Career Planning Asset Based Assessment and Career Planning
Asset Based Assessment and Career Planning
Michele Martin
 
Intro to Social Media for APICS-Mid-Atlantic
Intro to Social Media for APICS-Mid-AtlanticIntro to Social Media for APICS-Mid-Atlantic
Intro to Social Media for APICS-Mid-Atlantic
Michele Martin
 
Sector specialist training part two
Sector specialist training part twoSector specialist training part two
Sector specialist training part two
Michele Martin
 
Sector specialist training part one
Sector specialist training part oneSector specialist training part one
Sector specialist training part one
Michele Martin
 
Introduction to Social Media for Employer Engagement and Work with Job Seekers
Introduction to Social Media for Employer Engagement and Work with Job SeekersIntroduction to Social Media for Employer Engagement and Work with Job Seekers
Introduction to Social Media for Employer Engagement and Work with Job Seekers
Michele Martin
 
Intro to Social Media
Intro to Social Media Intro to Social Media
Intro to Social Media
Michele Martin
 
Job Search and Social Media
Job Search and Social Media Job Search and Social Media
Job Search and Social Media
Michele Martin
 

More from Michele Martin (20)

Design Thinking Workshop for Maryland Family Network
Design Thinking Workshop for Maryland Family NetworkDesign Thinking Workshop for Maryland Family Network
Design Thinking Workshop for Maryland Family Network
 
Improving Job Seeker Outcomes with the G.R.O.W. Coaching Model
Improving Job Seeker Outcomes with the G.R.O.W. Coaching ModelImproving Job Seeker Outcomes with the G.R.O.W. Coaching Model
Improving Job Seeker Outcomes with the G.R.O.W. Coaching Model
 
Intro to Design Thinking for Youth Development Practitioners
Intro to Design Thinking for Youth Development PractitionersIntro to Design Thinking for Youth Development Practitioners
Intro to Design Thinking for Youth Development Practitioners
 
Tips and Strategies for Engaging Youth
Tips and Strategies for Engaging YouthTips and Strategies for Engaging Youth
Tips and Strategies for Engaging Youth
 
Asset-Based Coaching: Using Strengths and Coaching Strategies to Assist Job S...
Asset-Based Coaching: Using Strengths and Coaching Strategies to Assist Job S...Asset-Based Coaching: Using Strengths and Coaching Strategies to Assist Job S...
Asset-Based Coaching: Using Strengths and Coaching Strategies to Assist Job S...
 
Building Resilient Employment Programs
Building Resilient Employment ProgramsBuilding Resilient Employment Programs
Building Resilient Employment Programs
 
GJIF Social Media and Job Search Presentation
GJIF Social Media and Job Search PresentationGJIF Social Media and Job Search Presentation
GJIF Social Media and Job Search Presentation
 
Social Media as a Job Search Tool--MHANJ/DVR Presentation
Social Media as a Job Search Tool--MHANJ/DVR PresentationSocial Media as a Job Search Tool--MHANJ/DVR Presentation
Social Media as a Job Search Tool--MHANJ/DVR Presentation
 
Promoting Youth Entrepreneurship
Promoting Youth EntrepreneurshipPromoting Youth Entrepreneurship
Promoting Youth Entrepreneurship
 
Telling the Workforce Story with Social Media
Telling the Workforce Story with Social MediaTelling the Workforce Story with Social Media
Telling the Workforce Story with Social Media
 
Mhanj gseta social-media-june2013v2
Mhanj gseta social-media-june2013v2Mhanj gseta social-media-june2013v2
Mhanj gseta social-media-june2013v2
 
PA Integrated Learning Conference Presentation on Social Media
PA Integrated Learning Conference Presentation on Social MediaPA Integrated Learning Conference Presentation on Social Media
PA Integrated Learning Conference Presentation on Social Media
 
Understanding and Using Labor Market Information
Understanding and Using Labor Market InformationUnderstanding and Using Labor Market Information
Understanding and Using Labor Market Information
 
Asset Based Assessment and Career Planning
Asset Based Assessment and Career Planning Asset Based Assessment and Career Planning
Asset Based Assessment and Career Planning
 
Intro to Social Media for APICS-Mid-Atlantic
Intro to Social Media for APICS-Mid-AtlanticIntro to Social Media for APICS-Mid-Atlantic
Intro to Social Media for APICS-Mid-Atlantic
 
Sector specialist training part two
Sector specialist training part twoSector specialist training part two
Sector specialist training part two
 
Sector specialist training part one
Sector specialist training part oneSector specialist training part one
Sector specialist training part one
 
Introduction to Social Media for Employer Engagement and Work with Job Seekers
Introduction to Social Media for Employer Engagement and Work with Job SeekersIntroduction to Social Media for Employer Engagement and Work with Job Seekers
Introduction to Social Media for Employer Engagement and Work with Job Seekers
 
Intro to Social Media
Intro to Social Media Intro to Social Media
Intro to Social Media
 
Job Search and Social Media
Job Search and Social Media Job Search and Social Media
Job Search and Social Media
 

Recently uploaded

Empowering Excellence Gala Night/Education awareness Dubai
Empowering Excellence Gala Night/Education awareness DubaiEmpowering Excellence Gala Night/Education awareness Dubai
Empowering Excellence Gala Night/Education awareness Dubai
ibedark
 
一比一原版(UCSC毕业证)加州大学圣克鲁兹分校毕业证如何办理
一比一原版(UCSC毕业证)加州大学圣克鲁兹分校毕业证如何办理一比一原版(UCSC毕业证)加州大学圣克鲁兹分校毕业证如何办理
一比一原版(UCSC毕业证)加州大学圣克鲁兹分校毕业证如何办理
taqyea
 
Call Girls Chandigarh👉9024918724👉Agency 💞Profile Escorts in Chandigarh Availa...
Call Girls Chandigarh👉9024918724👉Agency 💞Profile Escorts in Chandigarh Availa...Call Girls Chandigarh👉9024918724👉Agency 💞Profile Escorts in Chandigarh Availa...
Call Girls Chandigarh👉9024918724👉Agency 💞Profile Escorts in Chandigarh Availa...
nitachopra
 
Stainless Steel Conveyor Manufacturers Chennai
Stainless Steel Conveyor Manufacturers ChennaiStainless Steel Conveyor Manufacturers Chennai
Stainless Steel Conveyor Manufacturers Chennai
ConveyorSystem
 
RFHIC , IMS2024, Washington D.C. tradeshow
RFHIC , IMS2024, Washington D.C. tradeshowRFHIC , IMS2024, Washington D.C. tradeshow
RFHIC , IMS2024, Washington D.C. tradeshow
SeungyeonRyu2
 
Call Girls In Kolkata 🔥 +91-9079923931🔥High Profile Call Girl Kolkata
Call Girls In Kolkata 🔥 +91-9079923931🔥High Profile Call Girl KolkataCall Girls In Kolkata 🔥 +91-9079923931🔥High Profile Call Girl Kolkata
Call Girls In Kolkata 🔥 +91-9079923931🔥High Profile Call Girl Kolkata
Yukti Singh
 
Progress Report - Qualcomm AI Workshop - AI available - everywhereAI summit 1...
Progress Report - Qualcomm AI Workshop - AI available - everywhereAI summit 1...Progress Report - Qualcomm AI Workshop - AI available - everywhereAI summit 1...
Progress Report - Qualcomm AI Workshop - AI available - everywhereAI summit 1...
Holger Mueller
 
Call Girls Bhubaneswar (india) ☎️ +91-74260 Bhubaneswar Call Girl
Call Girls Bhubaneswar (india) ☎️ +91-74260 Bhubaneswar Call GirlCall Girls Bhubaneswar (india) ☎️ +91-74260 Bhubaneswar Call Girl
Call Girls Bhubaneswar (india) ☎️ +91-74260 Bhubaneswar Call Girl
Happy Singh
 
DP boss matka results IndiaMART Kalyan guessing
DP boss matka results IndiaMART Kalyan guessingDP boss matka results IndiaMART Kalyan guessing
DP boss matka results IndiaMART Kalyan guessing
➑➌➋➑➒➎➑➑➊➍
 
一比一原版(Lehigh毕业证)利哈伊大学毕业证如何办理
一比一原版(Lehigh毕业证)利哈伊大学毕业证如何办理一比一原版(Lehigh毕业证)利哈伊大学毕业证如何办理
一比一原版(Lehigh毕业证)利哈伊大学毕业证如何办理
taqyea
 
Kanban Coaching Exchange with Dave White - Sample SDR Report
Kanban Coaching Exchange with Dave White - Sample SDR ReportKanban Coaching Exchange with Dave White - Sample SDR Report
Kanban Coaching Exchange with Dave White - Sample SDR Report
Helen Meek
 
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan ChartSatta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results
 
Truck Loading Conveyor Manufacturers Chennai
Truck Loading Conveyor Manufacturers ChennaiTruck Loading Conveyor Manufacturers Chennai
Truck Loading Conveyor Manufacturers Chennai
ConveyorSystem
 
Kirill Klip GEM Royalty TNR Gold Presentation
Kirill Klip GEM Royalty TNR Gold PresentationKirill Klip GEM Royalty TNR Gold Presentation
Kirill Klip GEM Royalty TNR Gold Presentation
Kirill Klip
 
SATTA MATKA DPBOSS SERVICE GUESSING MATKA KALYAN INDIAN
SATTA MATKA DPBOSS SERVICE GUESSING MATKA KALYAN INDIANSATTA MATKA DPBOSS SERVICE GUESSING MATKA KALYAN INDIAN
SATTA MATKA DPBOSS SERVICE GUESSING MATKA KALYAN INDIAN
❾❸❹❽❺❾❼❾❾⓿Dpboss Satta Matka Guessing Indian kalyan chart result
 
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan ChartSatta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
DP Boss Satta Matka Kalyan Matka
 
Askxx.com Complete Pitch Deck Course Online
Askxx.com Complete Pitch Deck Course OnlineAskxx.com Complete Pitch Deck Course Online
Askxx.com Complete Pitch Deck Course Online
AskXX.com
 
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan ChartSatta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
➒➌➎➏➑➐➋➑➐➐Dpboss Matka Guessing Satta Matka Kalyan Chart Indian Matka
 
Satta matka DP boss matka Kalyan result India matka
Satta matka DP boss matka Kalyan result India matkaSatta matka DP boss matka Kalyan result India matka
Satta matka DP boss matka Kalyan result India matka
➑➌➋➑➒➎➑➑➊➍
 
Satta matka guessing Kalyan fxxjodi panna
Satta matka guessing Kalyan fxxjodi pannaSatta matka guessing Kalyan fxxjodi panna
Satta matka guessing Kalyan fxxjodi panna
➑➌➋➑➒➎➑➑➊➍
 

Recently uploaded (20)

Empowering Excellence Gala Night/Education awareness Dubai
Empowering Excellence Gala Night/Education awareness DubaiEmpowering Excellence Gala Night/Education awareness Dubai
Empowering Excellence Gala Night/Education awareness Dubai
 
一比一原版(UCSC毕业证)加州大学圣克鲁兹分校毕业证如何办理
一比一原版(UCSC毕业证)加州大学圣克鲁兹分校毕业证如何办理一比一原版(UCSC毕业证)加州大学圣克鲁兹分校毕业证如何办理
一比一原版(UCSC毕业证)加州大学圣克鲁兹分校毕业证如何办理
 
Call Girls Chandigarh👉9024918724👉Agency 💞Profile Escorts in Chandigarh Availa...
Call Girls Chandigarh👉9024918724👉Agency 💞Profile Escorts in Chandigarh Availa...Call Girls Chandigarh👉9024918724👉Agency 💞Profile Escorts in Chandigarh Availa...
Call Girls Chandigarh👉9024918724👉Agency 💞Profile Escorts in Chandigarh Availa...
 
Stainless Steel Conveyor Manufacturers Chennai
Stainless Steel Conveyor Manufacturers ChennaiStainless Steel Conveyor Manufacturers Chennai
Stainless Steel Conveyor Manufacturers Chennai
 
RFHIC , IMS2024, Washington D.C. tradeshow
RFHIC , IMS2024, Washington D.C. tradeshowRFHIC , IMS2024, Washington D.C. tradeshow
RFHIC , IMS2024, Washington D.C. tradeshow
 
Call Girls In Kolkata 🔥 +91-9079923931🔥High Profile Call Girl Kolkata
Call Girls In Kolkata 🔥 +91-9079923931🔥High Profile Call Girl KolkataCall Girls In Kolkata 🔥 +91-9079923931🔥High Profile Call Girl Kolkata
Call Girls In Kolkata 🔥 +91-9079923931🔥High Profile Call Girl Kolkata
 
Progress Report - Qualcomm AI Workshop - AI available - everywhereAI summit 1...
Progress Report - Qualcomm AI Workshop - AI available - everywhereAI summit 1...Progress Report - Qualcomm AI Workshop - AI available - everywhereAI summit 1...
Progress Report - Qualcomm AI Workshop - AI available - everywhereAI summit 1...
 
Call Girls Bhubaneswar (india) ☎️ +91-74260 Bhubaneswar Call Girl
Call Girls Bhubaneswar (india) ☎️ +91-74260 Bhubaneswar Call GirlCall Girls Bhubaneswar (india) ☎️ +91-74260 Bhubaneswar Call Girl
Call Girls Bhubaneswar (india) ☎️ +91-74260 Bhubaneswar Call Girl
 
DP boss matka results IndiaMART Kalyan guessing
DP boss matka results IndiaMART Kalyan guessingDP boss matka results IndiaMART Kalyan guessing
DP boss matka results IndiaMART Kalyan guessing
 
一比一原版(Lehigh毕业证)利哈伊大学毕业证如何办理
一比一原版(Lehigh毕业证)利哈伊大学毕业证如何办理一比一原版(Lehigh毕业证)利哈伊大学毕业证如何办理
一比一原版(Lehigh毕业证)利哈伊大学毕业证如何办理
 
Kanban Coaching Exchange with Dave White - Sample SDR Report
Kanban Coaching Exchange with Dave White - Sample SDR ReportKanban Coaching Exchange with Dave White - Sample SDR Report
Kanban Coaching Exchange with Dave White - Sample SDR Report
 
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan ChartSatta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
 
Truck Loading Conveyor Manufacturers Chennai
Truck Loading Conveyor Manufacturers ChennaiTruck Loading Conveyor Manufacturers Chennai
Truck Loading Conveyor Manufacturers Chennai
 
Kirill Klip GEM Royalty TNR Gold Presentation
Kirill Klip GEM Royalty TNR Gold PresentationKirill Klip GEM Royalty TNR Gold Presentation
Kirill Klip GEM Royalty TNR Gold Presentation
 
SATTA MATKA DPBOSS SERVICE GUESSING MATKA KALYAN INDIAN
SATTA MATKA DPBOSS SERVICE GUESSING MATKA KALYAN INDIANSATTA MATKA DPBOSS SERVICE GUESSING MATKA KALYAN INDIAN
SATTA MATKA DPBOSS SERVICE GUESSING MATKA KALYAN INDIAN
 
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan ChartSatta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
 
Askxx.com Complete Pitch Deck Course Online
Askxx.com Complete Pitch Deck Course OnlineAskxx.com Complete Pitch Deck Course Online
Askxx.com Complete Pitch Deck Course Online
 
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan ChartSatta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
 
Satta matka DP boss matka Kalyan result India matka
Satta matka DP boss matka Kalyan result India matkaSatta matka DP boss matka Kalyan result India matka
Satta matka DP boss matka Kalyan result India matka
 
Satta matka guessing Kalyan fxxjodi panna
Satta matka guessing Kalyan fxxjodi pannaSatta matka guessing Kalyan fxxjodi panna
Satta matka guessing Kalyan fxxjodi panna
 

Engaging Businesses with Consultative Selling--PWDA Training

  • 1. Engaging Business with Consultative Selling Michele Martin, The Bamboo Project, Inc.
  • 2. Let’s Connect!  Name  WIB Area/Organization  Role  What is one thing you’re passionate about when it comes to serving your business customers? What do you pride yourself on?
  • 3. Michele Martin  5 years HR/recruitment for 2 Fortune 500 companies  20 years in WFD  17 years as small business owner using consultative selling strategies  Passionate about helping my customers ask the right questions to connect with the right opportunities.
  • 4. Agenda  Building Blocks--AM  Meeting with Customers—PM  Develop personal 30-Day Relationship Plan
  • 5. Logistics  Questions  Concerns  “To do this well I need. . .”
  • 6. Website  www.michelemmartin.com/consultative_selling  Username: pwda  Password: pawork  All slides and handouts  Follow-up resources/information for implementation  Questions/Issues that are coming up  Follow-up conversation
  • 8. To implement successfully. . .  Clearly articulated goals, priorities and outcomes  Skills & Tools  Work flow/systems  Rewarded for using consultative techniques  Time to change habits!
  • 9. This training is . . .  Based on the assumption that you have and are using many of the skills it takes to create and maintain great relationships.  Part of a longer-term dialogue about what “business services” and “business engagement mean under WIOA.  An invitation to conversation about what shifts we might need to make to become more consultative.
  • 11. Overview of Consultative Selling Building Blocks and Process
  • 12.
  • 13. If you want to build a long-term, successful enterprise, you can’t focus on “closing the sale.” You have to focus on opening the relationship.
  • 14. Consultative Selling is NOT . . .  Establishing rapport and getting businesses to like us  Informing about our services  Job development  Getting customers to register in Job Gateway or sign up for an OJT.
  • 18. Help Them Make Good Decisions
  • 19. Asking the Right Questions
  • 22.  Find:  Needs  “Hot Buttons”  Trends  Provide:  Help (from customer perspective)  Customized solutions  Insights  Opportunities
  • 24. Which can lead to. . .  Job development  Getting businesses to register on Job Gateway  OJTs  And a lot more!
  • 26.
  • 28.
  • 29. So our KEY question is. . . How are we using our offers and interactions to engage with our ideal customers and move them through the phases of engagement--from not knowing who we are to recommending us to other businesses and partnering with us to co-create?
  • 31. Plan
  • 33.
  • 34. Ideal Customer Profiles Deepening our Knowledge of Customer Types
  • 35. “Trying to sell products and services without understanding your ideal customers is like driving with your eyes closed.”
  • 36. Profiles/Personas  Describe a broad category of type of customers.  Tell a story.  Are like a “comprehensive how-to guide to reaching your ideal customers.”
  • 37.
  • 38.
  • 39.
  • 40.
  • 41. Some Key Elements  Broad Description—Industry, Role in Company  Key Quotes  Unique Goals, Problems and “Hot Buttons”  Hesitations and Objections  Best ways to engage  How do these ideal customers find you?  What keeps them coming back?
  • 42. Ideally. . .  Done with WIB/CareerLink staff as an OVERALL strategy.  Shared with everyone.  Reviewed/revised on ongoing basis:  Same customers?  Where are the new markets?
  • 43. Let’s Practice!  Review your assigned profile  Discussion Questions  3 Key Insights
  • 44. Create Your Own  Ideal Customer Profile Worksheet  Survey Information  Focus Groups  Interviews
  • 45. How to Use  Evaluate everything according to “What would that ideal customer say/do/want?”  To plan for interviews/meetings  In strategic/operations planning
  • 46. For Today. . . Keep asking “WWRD” or WWMD”?
  • 47. Stages of Engagement From “Who Are You?” to “I’ll Do Anything for You!”
  • 48. The Hourglass  Way to look at entire customer experience.  Different messages, types of information and levels of contact for each stage.  We must be strategic for each phase.
  • 49. Results  More effective interactions  Improved customer service  Improved customer engagement
  • 51. As we review. . .  Follow along on handout  Identify some of your customers at this phase  What problems/issues do customers encounter at this phase  How might we be disappointing them?  What concerns do they have?
  • 52. Phase 1: KNOW  First impressions count!  How do customers find out about you? Are you capturing your leads?  How inviting/welcoming are your interactions, website, materials, etc.?
  • 53. Phase 2: LIKE  Do you seem to “get” their issues, needs, etc.?  Do your interactions seem customized/personalized to their problems?  Have you overcome any initial negative perceptions they may have about working with a government agency?
  • 54. Phase 3: TRUST  Just because they like you doesn’t mean they TRUST you!  Are you knowledgeable and credible?  Do you ask questions that make them think and that help them develop insights?  Do you provide them with resources, information, connections, materials, etc. that add value—whether or not they are related to your services?
  • 55. Phase 4: TRY  What could they “sample” to entice them to actually buy?  What can we do that minimizes their investments of time and/or their perceived risks?
  • 56. Phase 5:  When they’re ready to use a service—post on Job Gateway, participate in a Job Fair, work on a recruitment event.  Expectations are everything! What expectations are you setting? What are their expectations?  How are you DELIVERING on your promises and DELIGHTING customers with the experience?  Every aspect of the process will influence their opinion— can either move you forward or 3 steps back.
  • 57. Phase 6: REPEAT  Use the same services?  Use new services (cross-selling)?  How are you engaging with customers to uncover new needs and respond?  How are you continuing to engage with them to connect to relevant resources, information and people—even when they aren’t currently “buying” from you?
  • 58. Phase 7: REFER  How do you make it easy for them to advocate and refer?  How are you engaging them so well they are willing to invest time in planning/co-creating with you?
  • 59. Let’s Practice!  3 Rachels and 3 Mikes  Remember—WWRD and WWMD
  • 60. How Do We Use?  Think in terms of relationship building, not “selling”  Plan our interactions more strategically, including customer “Calls to Action”—next steps.  Plan offers for different customer types/phases of engagement.
  • 61. Customer Offers From Services and Features to Solutions and Results
  • 62. Your Offer = What You Are Selling  Newsletters, webinars, articles  Events  A conversation or meeting with you  Post a job in Job Gateway  Hire a job seeker
  • 63. An Offer . . .
  • 64. The Offer Has to MATTER to Them!
  • 65. Messaging & Experiences Count! What message(s) does a customer need to hear and what experiences do they need to have to move from one phase of engagement to the next?
  • 66. Impact of Proper Messaging “Would you be willing to donate?” “Would you be willing to donate? Every little bit helps. 28% donated 50% donated!
  • 67. Your Offers Should . . .  Connect to ideal customer profile—(WWRD or WWMD?)  Build relationships based on phase of engagement— don’t be at “Buy” when they are at “Like”!  Identify and encourage Call to Action—”Best Next Step”  Overcome “Action Paralysis”  Make it EASY  Make it OBVIOUS  Give them tools and resources to follow up
  • 68. The Traditional Offer  These are our services.  These are the features of our services.  This is how our services will benefit you.  Do you want to buy?
  • 69. And that can feel . . .
  • 70.
  • 71. Traditional Offers  Start with your services  Emphasize features and benefits , rather than solutions and results.  Usually more “generic”  Don’t always connect to customer problems, aspirations, what they value and their stage of engagement.
  • 72. The Consultative Offer  This is where you’re at in the process.  These are your problems and goals.  These are your “hot buttons.”  These are the results you need/want to achieve.  How can I help?
  • 73.
  • 74.
  • 75.
  • 76.
  • 77. Consultative Offers  Start with customer problems and/or aspirations.  Show your interactions and services as the solution to a problem.  Paint a picture  Connect to customer “hot buttons.”  Are personalized, based on your ideal customer profiles and where the customer is at in terms of engagement.  Identify results  Are appropriate for the stage of engagement.
  • 78. Ultimately, you want to . . . Use your offers to keep them engaged and to help them make good decisions.
  • 79. In consultative selling. . .  We have offers for each phase.  We have offers for different customer types.  You can create initial offers, based on phase and customer type.  You can use conversations with customers to revise existing offers and develop new ones.
  • 80. Let’s Practice  Use Offer Worksheet to design some initial offers based on current services for your ideal customer (Rachel or Mike)  Work in pairs with someone who has same customer profile.  Compare:  Other pairs with same profile  Other pairs with different profile  Insights
  • 81. How Do We Use?  Thinking in terms of offers restructures our approach— gets us thinking in terms of THEIR needs, not our own.  Plan initial offers based on customer profile and phase of engagement.  As conversation tool with customers—gives something to react to/work with in interviews.
  • 82. Building Block Insights  How is what you’ve learned so far:  Same as what you currently do?  Different from what you currently do?  How can you apply what we’ve learned so far to your current work?  What questions do you have?  What concerns do you have?
  • 83. Stages of Consultative Selling Planning, Interacting and Follow-Up
  • 84. “Failing to plan is planning to fail”
  • 85. Do you plan before. . .  Attending a networking event?  Meeting with a new business customer?  Meeting with an existing business customer?  Responding to a call re: a job posting/filling a job?
  • 86. Planning helps you become. . . LESS  Reactive  Transaction-oriented  Generic  Focused on telling MORE  Responsive  Relationship-oriented  Customized  Focused on asking
  • 88. You need clarity about. . .  Customer Profile  Phase of Engagement  Goals for your Interaction—what do you want to accomplish?  Call to Action—What next step(s)?  Power Questions you will ask  Preliminary Offers
  • 89. The Power of Questions
  • 91. Let’s Practice!  Customer Contact Planning  Draw a Phase of Engagement  With a partner who has the same profile, plan a meeting with that customer to get them to the next phase.  Make up any details you need to.  Get with a pair that has the same profile and compare notes.  Get with a pair that has the other profile and compare notes.  What is the same? What is different? Why?
  • 92. Meeting with Your Customer
  • 93. Goals for Every Interaction  Grow relationship and invite ongoing interaction.  Get deeper into their world (not make them understand our world).  Learn something new about the customer, his/her situation, needs, goals and/or trends impacting him/her.
  • 95. Listen for . . .  Problems—Even (or especially) if they aren’t related to workforce development  Hot buttons—what they seem to most value  Aspirations and goals—personal, professional, departmental, company-wide  Expectations—what will they be looking for in their interactions with you?  What they DON’T say--Sometimes they don’t know what they don’t know.
  • 96. Structure  Establish/re-establish rapport (Profile+Research+Stage of Engagement)  Get to point of meeting (based on goals/CTA)  Work through questions  Clarify agreements and expectations  Establish timeline/parameters for follow up  Close with next steps on both sides
  • 97. Documenting  Pages 3-5 of Customer Contact Planning Form  Take notes while they are talking, but keep eye contact  After you leave, IMMEDIATELY review/respond to questions so you don’t forget.
  • 98. Closing the Meeting DO  Clarify all expectations and timelines  Promise (and provide!) an email summarizing discussion/agreements  Keep the relationship open —find a way to maintain engagement DON’T  Promise anything you’re not POSITIVE you can deliver—UNDER-PROMISE and OVER-DELIVER!  Think you have to have all the answers now—NOT having all the answers allows for customization!
  • 99. Let’s Practice  Get with another team that has your same profile.  One person will be the interviewer, the other will play the role of the customer.  Go through the “meeting” based on your planning. The two who are not assigned roles will be observers—look for what works/what doesn’t work. Also monitor the listening/talking ratio of both parties.  Do the same with someone who has a different profile.
  • 100. Debrief  What happened?  How did it feel?  How did the customer feel?  What did you learn?  What came up as potential issues/problems?
  • 102. Two Areas for Follow-up
  • 104. 12-24 Hours: Know/Like/Trust  Personalized LinkedIn Connection request (where appropriate)  Email with useful article, resource, connection, etc.  Offer to deepen connection (where appropriate):  “Learned a lot and would love to pick your brain over a cup of coffee.”  “Think you’d really enjoy meeting Jane Doe who’s dealing with similar issues---maybe we could arrange a call with three of us to discuss XYZ.”
  • 105. Know/Like/Trust Ongoing  Master the “ping”—regular contact schedule to continue/deepen the relationship.  Use LinkedIn to set reminders.  Focus on adding value according to customer perspective and values.  How are you continuing to connect and add value for this customer, even if he/she isn’t “buying?”
  • 106. Try/Buy/Repeat: 12-24 Hours  Are you the right solution? If not—focus on the relationship!  Follow-up internally (where appropriate)  Email summarizing meeting and any new info  Key agreements/expectations/timeline/other people  Next steps, including planned next communication  Provide customer with user-friendly documents/materials that can make execution go more smoothly.  Execute—make sure that what needs to happen is happening.
  • 107. Try/Buy/Repeat Execution  Don’t disappear!  Monitor what’s happening internally and pro-actively identify and communicate about problems.  Tell about problem AND solution at same time.  Use “We can do better” language, not “Blame” language.  Call first-time users of a service  What worked? What didn’t work? How can we do better?  Do relationship repair when customers are disappointed
  • 108. Try/Buy/Repeat Ongoing  How can you maintain contact with customer even when they aren’t “buying” from you right now?  How can you deepen the relationship—what step are they now ready for?
  • 109. Let’s Practice  In pairs, discuss what follow up you would do after your customer interview.  Talk with another pair about their follow-up—what’s the same? What’s different?
  • 110. Following Up on Learning
  • 111. Customer Learning Builds Relationships!  Demonstrates empathy and understanding of their business.  Can become new source of credibility and “insider knowledge”  Creates new service and engagement opportunities.
  • 112. Consultative Selling=Customer Learning  What did we learn about that individual customer that should be used in future interactions?  What did we learn about that individual customer that indicates they need something other than our services?  What are we learning about trends and issues ACROSS customers?  New needs/challenges  New goals/aspirations  Trends in hiring/training  Trends in business, industry
  • 113. Regular Conversations About. . .  What are we learning?  What does this tell us about:  Changes to customer profile(s) or focus on new markets?  Issues with stages of engagement?  Issues with execution?  Need for new connections?  New opportunities?
  • 114. Share Information with. . .  WIB/CareerLink staff  Partners  Customers!  “Here’s what we’re learning from our customers”  “This is what we’re hearing from healthcare providers”  “We asked and you responded!”
  • 115. Your 30-Day Relationship Plan After the Meeting
  • 116. In consultative selling. . .  Establish relationships (Know/Like/Trust)  Maintain relationships (Trust/Try/Buy)  Deepen relationships (Repeat/Refer)
  • 117. Your Plan  Refer to individuals you identified during the Stages of Customer Engagement exercise.  Identify 2-3 individuals to:  Establish  Maintain  Deepen  Identify goals/strategies
  • 118. What Are Your Take Aways?
  • 119. What is ONE thing you will do?

Editor's Notes

  1. Want to be a trusted colleague, not an order taker, a service provider or a salesperson
  2. This means putting relationships first—Have to understand your ideal customer groups and the stages of relationship. Must become more strategic in building relationships so that everything you do is in support of relationship building
  翻译：