19 members of the Sandvik Coromant sales departments from eight countries and nine different time zones were awarded Consultative Sales Certification (CSC) in a virtual graduation ceremony on May 16th, 2014. "This was not just an online meeting, but an actual graduation ceremony with presentations from students, faculty and awarding of diplomas," said Jeff Arnold, Executive Director of The Sales Association who delivered the commencement address during the event.
Five members of the Sales Association were awarded Consultative Sales Certification™ (CSC) at the Sales Association National Sales Conference held in Denver, CO. The Sales Association's mission is to connect the professional sales community, providing its members powerful and strategic means to grow professionally and drive profits.
If salespeople focus strictly on product knowledge and sales techniques, they have a one in sixty four chance of connecting with the customer. There are four basic components of an effective sales skills equation. Take away any piece of the equation and you lose a quarter of your sales advantage.
Sales process? You just get out there and sell, right? It’s true that top salespeople make it seem that easy. Yet, if you dissect their game plan, you would likely find that they have a clearly defined process, one that helps guide their strategy and behavior.
Skepticism and doubt require proof. Make sure you are providing the right proof for the specific type of concern.
If you embrace consultative selling, or a similar approach, then defining what that means should encourage your people to embrace the word "sales" as well. Salespeople who use a consultative approach are collaborative and agile, adjusting to the needs of the customer and their specific circumstances.
If you are too busy developing business in current accounts to find time for new business development, here are suggestions for balancing both. Work all "A" business the same whether current or potential.
Salespeople have to be very careful not to become their own obstacles to gaining commitments. Assume the sale and make it easy for customers to say yes.
If your customers are beating you up on price, they are really saying that they see no difference in buying from you versus any other source. Quantify value for each customer by selling the "product of your product" - which is what the customer really gains from buying from you.
The bottom line about customer information is that it’s only valuable to keep if you will use it in the future to either build sales or relationships. If you decide that information is worthwhile keeping, the next question to ask yourself is, “where will I look for the information when I need it?” If you can answer that question, you’re in good shape!
Consultative selling is somewhat of a well-timed dance. Dancers that are in-tune to each other seem to glide, anticipating every turn and movement. Ideally, customer interactions should feel the same way.
Sales meetings are great venues for developing skills and sharing best practices. Use quick and concise exercises to concentrate on one key area at a time and encourage integration. Here are some quick tips for skill building during sales meetings. Contact us for more ideas, sales meeting agendas and coaching guides.
In this day of technology, there is no excuse for “Cold Calling”. No, I am not suggesting that you stop initiating new contacts. Online resources, such as LinkedIn bring a whole new level of “intelligence” to pre-call planning. Reading between the lines on individual profiles provides valuable insights for what and how to prepare for any new interaction.
Are you losing too many sales to the competition or narrowly coming in second place? How to narrow that gap.
Because of downsizing, rightsizing and a number of other factors within my accounts, many of my traditional contacts have been eliminated. I feel the need to sell higher in the organization, even to CEO and president level. However, this hasn’t been my usual contact and I am a bit uncomfortable selling to this level. Do you have any advice?
Since the class I find myself asking a lot more open-ended questions. I have found that by doing this I am better able to serve my customers and really figure out their needs. Before the class, I was very uncomfortable with stalls and objections; however, now I feel much more confident. I have achieved over 300% of goals for new relationships and new deposit dollars.
James S., New Accounts Representative
This program has really increased my sales. I look at people in a different way. Once I have figured out how people think, it is easy to sell to them. I use this everyday in my selling. Since, training, I have sold several tractors that I probably would not have if I didn't have it.
Mitchell B., Crain Tractor & Equipment