By Greg Bennett
Frequently, revenues execs utilizing a consultative strategy are afraid to exploit normal, strain- crammed suggestions to ultimately shut a sale. scared of destructive the connection they have nurtured, they unrealistically desire the sale will shut itself...which hardly ever, if ever, occurs. "Consultative final" presents the answer, breaking apart the final technique into small, actionable steps that aid the salesman achieve slow buy-in and identify a long term operating courting along with his or her shopper. this is often an critical advisor for consultative revenues execs who have the desire to make the sale, and hold their clients.
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Extra info for Consultative Closing: Simple Steps That Build Relationships and Win Even the Toughest Sale
They know that salespeople desperately want to hear good news, even if it’s all made up, so they’ll feign interest knowing it will get rid of salespeople, and keep everyone feeling ‘‘okay’’ as the process moves along. ’’ This is the standard modus operandi for clients. It is really at the heart of stalled sales, because it’s the exact opposite of the The Role of Mini-Steps in the Closing Process 41 way salespeople interpret: salespeople hear ‘‘MAYBE’’ and think YES (much more on this coming up).
You know . . ’’ The Role of Mini-Steps in the Closing Process 43 THE CLIENT’S STALLING LANGUAGE TOOL BOX We may not realize it, but we’re all ‘‘gifted’’ with deceptive language skills. And we somehow know how to use these skills when we’re forced into potential conflict situations, such as being a client in a sales call. As you can see in this table below, there can be quite a ‘‘reality disconnect’’ between what we think and what we say—all to avoid conflict: C li en t T hi nk s C li en t S ay s I don’t believe what he’s saying Wow .
There are a few clients who do, but most clients are too focused inside their own worlds to have time keeping up to speed on ours. An analogy I like to use here is the relationship between a doctor and a patient. Can you imagine a doctor ‘‘selling’’ the way many salespeople do, making gross and dangerous assumptions that patients know what they’re doing? Hi Greg, I’m Doctor Hicklin. How are you? Listen, I’m going to assume you know what’s going on with you, and that you know all about what I’ve got here.
Consultative Closing: Simple Steps That Build Relationships and Win Even the Toughest Sale by Greg Bennett