Some people occasionally mix consultative selling with ‘being/Acting as a Consultant’ to the buyer or your prospects.
Being a consultant to your Buyer, a credible one, is just a small part of the consultative selling process. Most people stop at that, being a consultant to their buyers. But what buyers want is not someone who merely helps them uncover a new path, but what they really want is for you to lead them on that new path and ability to deliver.
They want you to execute & not just consult. If you remain just as consultant, they will maintain the status quo.
About the BCS Training Program-
This program is structured on the most fundamental premise that the client facing interaction (Virtual or face-to-face conversation or meetings) is where much of the magic happens. The BCS Training program provides a step-by-step roadmap for leading the sales (as opposed to being led by the buyer) towards a position of higher value perception by the buyer and uncovers multiple touch points for increased engagement levels.
The program is built around multiple buyer-facing scenarios developed for every industry & sales models like B2B, B2C, Direct, Tele-Sales, FMCG etc.
A truly successful consultative selling strategy involves building differentiation in the eyes of today’s buyers by having a process to execute the proposed solution & help them track the progress, course-correct when necessary and help them achieve the desired results.
What is Unique about this Program?
- Mindset and Skillset focus ensure learning impact.
- Toolkit to ensure application, and adoption.
- Highly experiential workshop focuses on Do-How.
- Reinforcement in the form of application on 2 live Leads, with post workshop Coaching.
- e-Learning for off-workshop learning.
- Industry best Facilitators.
Outcomes of the Program-
- Remove ambiguity and ‘guess work’ from your pipeline.
- Minimize your Sales Cycle.
- Improved win/loss ratio.
- Close larger deals at better margin.
- Acquire more clients with increased transaction value by uncovering up-sell/cross-sell opportunities.
- Build a culture of Customer Accountability.
- Standard process driven approach.
What will you learn?
- Understand Buyer’s mindset, and beliefs.
- Diagnose the buyer’s situation, concept of the problem, and concept of the solution.
- Develop Habit to prepare for the Sale and the sales conversations.
- Develop Habit of asking powerful and insightful questions.
- Transform Sales into a collaborative Buying process.
- Get the buyer willing & keen to engage in diagnostics.
- Develop options for the buyer & lead them to reach an informed buying decision.
- Establish a process to help them drive the results that they need.
- Process driven approach by buying process dialogues (as opposed to selling dialogues).
Learning Events-
Program Modules
- How is Beyond Consultative Selling different from other Selling Methods – A 11-Point Comparison
- How is pre-call preparation vastly different when you adopt a Consultative Sales Approach?
- Anticipating & being prepared for types of responses to a Consultative Sales Approach.
- Understanding the Buyers mindset, emotional states, unconscious biases, and concept of solution.
- Moving away from Hard-Sell – Multiple Consultative approach to build effective conversations – Introducing the CBCS Framework
- Asking questions in manner which removes any chance of buyer going on a defensive
- Probing beyond the obvious – Which obvious questions damage your credibility
- Uncovering which insightful questions you should ask (an exercise)
- Adapting your messaging to match the Solution desired with your core strengths
- Creating a ‘Buying Experience’ through customer specific insights & blocking competition
- How to bring forth your differentiation in a manner so that it becomes impossible for your competition to undermine them.
- Maintaining the Act – Things to do or not do when a buyer is dismissive or is using pressure tactics to put you off of your Consultative approach.
- Conversational pointers for remaining in control of the Sales Conversation – Identifying conversational de-railers & list of appropriate responses based on situation
- The nuances of remaining a Calm Composed Sales Professional – Body Language, Communication Tips, Mindset, Behavioral finesse.
- Effortlessly moving the conversation towards a close which is driven by the buyer.
Methodology-
- This program is an experiential experience spread over 2 days of training, followed by reinforcement – and is ideal for Middle to Senior Sales Professionals.
- Specific Sales Scenarios can be developed for your offerings – however we also have a library of ready-to-use industry specific Sales Scenarios for use during Practice Drills.