Consultative Selling Simplified
(5 Steps every Professional can use)
How many of you are in Sales?
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How many of you Sell?
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1 out of 9 workers work in Sales
6Source: Daniel Pink, To sell is Human
8 out of 9 workers are ‘indirect’ sales
Is she into Selling?
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Is he into Selling?
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Everyone is into SellingDirectly or Indirectly
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2 Goals for Today
1. Simplify Consultative Selling
2. Empower you with the 5 Steps Process
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What makes me an Expert?
11Aalok Gupta
13+Years of EXPERIENCE in consultative Sales
5Global Recognitions in Sales EXCELLENCE
1000sof Multi-million DEALS Won
Consultative Selling
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What is Consultative Selling
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Product Push Vs. Consultative Selling
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5 Steps of Consultative Selling
PEPSI
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Why are we meeting today?19
1. Identify the Purpose
Need
Problem
Issue
Why should he listen to you?20
2. Establish your Credibility
ExperienceEducation
Expertise
What is the ‘real’ problem?21
3. Probe to understand
Drill
Find
Research
How can you solve his problem?22
4. Present the Solution
Visualize
Describe
Demonstrate
Take & give your commitment on the next steps?
5. Initiate Action & Committment
Open
Conclude
Close
5 Steps of Consultative Selling
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5 Steps Process
Identify the PURPOSE
ESTABLISH your
Credibility
PROBE to understand
Present the SOLUTION
INITIATE Action &
Commitment
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Question to you
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How many of you Sell?
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I find it useful to remember, that everyone lives by selling something.
Robert Louis Stevenson
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Thank You!www.aalokgupta.com
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