Developing High Performance Practical Consultative Selling Skills Presenter

Developing High Performance Practical Consultative Selling Skills Presenter: John Graci, President & CEO

What Is Consultative Selling? A selling technique in which the salesperson acts as an expert consultant for his or her prospects, asking questions to determine what the prospect needs.

Key Areas to Improve Consultative Selling • Understand management’s conundrum • Understanding problems vs symptoms • Ask effective questions • Active listen • Provide realistic solutions

Establishing Credibility You have to build up credibility before the support comes to you. - Frank Gehry

Consultative Selling “You can’t solve, you can’t fix, what you do not understand!” John Graci

Conflicting Agendas Managing expectations of team members and management

Conundrum Employee’s Expectations Management’s Expectations ME! Palmer J. Kalsem, 1951 LEADER

A Leader’s Conundrum Compassion versus Tough Love

How Many of You Have an Open Mind?

How Many Squares Do You See?

What Are Some of the Nicknames of Team Members Who Drive Us Nuts?

Practicing Without a License!

Slot Machine Problem Solving 1. 2. 3. 4. Problem/Situation Gather facts Underlining problem(s) Solution(s) Slot Machine Problem Solving Creative Problem Solving Institute

Consultative Selling “You can’t solve, you can’t fix, what you do not understand!” John Graci

Communication ARC of Distortion Sender Receiver Clarify, Restate, Summarize Dr. Peter Burns

Vital Listening Skills • • Clarifying Restating Neutrality Paraphrase

A Few Consulting Questions • What are some of the signs and symptoms leading you to believe training is needed? • What training has this group been exposed to in the past? • Who will hold attendees responsible for applying their knowledge?

A Few Consulting Questions • What do you think the main challenge is? • What is working well? • What is the cost of doing nothing?

A Few Consulting Questions • What is your definition of success? • What is the value of this to your organization? • If there was way to get you the benefits of what you are looking for, how interested would you be?

Negative/Facts Symptoms • Symptoms/facts that raise your eyebrow • These symptoms/facts are all underlining problems • Likely require additional fact-finding

The Situation of Employees Leaving --Negative Facts/Symptoms-- • • • Resistant to change Mistakes, errors Poor attitude Conflict Poor morale Poor communication

The Mind of a Consultant Problem/Situati on Reduce / eliminate People cause no or contribute? ye s People know ye how to do s the task correctly? no Formal training 22 Reduce / eliminate On-thejob training Look at: Materials Method Machiner y Milieu Money Reinforce training: Meet-ask why Review expectations Chart/Graph Discipline

Simple Training Assessment • Gathers EE’s • Ask each EE to write down five (5) most important needs • List training needs • Prioritize using consensus

Don’t Eat the Elephant! 1. 2. 3. 4. Problem/Situation Gather facts Determine root cause(s) Solution(s) Panacea! Slot Machine Problem Solving Creative Problem Solving Institute

Don’t Eat the Elephant Firehose Approach versus Drip Training

Key Areas to Improve Consultative Selling • Understand management’s conundrum • Understanding problems vs symptoms • Ask effective questions • Active listen • Provide realistic solutions

Question and Answer What questions do you have for me?