Consultative Selling

 
“The true measure of a man is how he treats someone who can do him absolutely no good.”
-- Samuel Johnson --
 

Why People Buy From You or Not
How We Can Assist You
The Everything DiSC Sales System®

 

Why People Buy From You or Not

As a result of societal and technological changes, salespeople today must be more agile than ever before. Rapidly expanding global markets have created more choices for customers and clients who now have higher expectations. The loyal, predictable customer is a thing of the past. In an era of mass customization where customers want solutions tailored explicitly to their situations, it is more important than ever before to be consultative in your approach to the sales process.
 
Many sales experts and motivational speakers have said that there are three unconscious questions people have when they meet others. They are:
  1. Can I trust you?
  2. Do I like you?
  3. Do you care about me?
 
Another way to frame this is to say, people do business with people they know, like, and trust. Even in the world of internet marketing, relationships and emotions are still the driving force behind why people buy from you or not. For more on the power of relationships in the selling process, please click here to read my article on “The Art of People-Whispering.
 

How We Can Assist You

Laura A. Davis & Associates, Inc. can assist you and your sales people and sales teams to create interactive, experiential courses in state of the art consultative/solutions selling. Topics covered typically include the following:
  • Cultivating Professionalism
  • Planning
  • Listening Effectively
  • Applying People-Whispering through Personality/Behavioral Styles
  • Finding Solutions
  • Understanding the Sales Process
  • Developing Business
  • Managing Your Time
 

The Everything DiSC Sales System®

Another frequently requested program is The Everything DiSC Sales System®.
 
The Everything DiSC Sales System® teaches participants to read and adapt to the styles of their customers. This results in the ability to better connect with customers at each stage of the sales process resulting in greater trust and more sales. The Application Library format allows you to create sales-specific, personalized content for an in-depth learning experience. A modular design and online tailoring features allow you to design a customized program for your needs.
 
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