CONSULTATIVE SALES STRATEGIES

SALES CYCLE.

1. Initial contact / Inquiry.
2. Demonstration / Evaluation.
3. Proposal / Price.
4. Sale Closing.
5. After-sale follow-up

KNOWLEDGE TO MASTER.

A.- Sales closing techniques.

1. Partial closing.
2. Double alternative closings.
3. Return closing.
4. Closing for commitments.
5. Closing by verification.
6. Closing by hints.
7. Closing by elimination.

B.- Techniques for handling objections.

MAKING A SALES PRESENTATION.

• Identifying the customer’s expectations and needs.
• Presenting alternatives to satisfy the customer’s expectations and needs.
• Mentioning the advantages of the product or service.
• Mentioning the advantages of the company.
• Turning the advantages of the product or service into benefits for the client.
• Turning the advantages of the company into benefits for the client.
• Handling objections.
• Presenting a conclusion of benefits of the product or service and company at the end of the presentation.
• Applying a sales closing technique.

THE WORK AGENDA DRAWN UP FROM A SALES PLAN.

1. Includes the activities performed in at least one workweek.
2. Includes the date and time of the performed activity.
3. Includes those activities corresponding to the carried out sales plan.
4. Includes the data required for the development of the activity.

THE PROSPECTS/CLIENTS PREPARED DATABASE.

1. Contains the company’s general information.
2. Contains contact details of the company.
3. Contains data on the developed activities according to the sales plan prepared for the client.
4. Contains information of the proposals presented to the client.
5. Contains information on the purchases made by the customer, indicating the amount, date and product or service.
6. Contains defined payment terms for the customer.
7. Contains the active/inactive/suspended state in which the client is.

THE PRICE PROPOSITION PREPARED FOR A CLIENT.

1. Contains information about the product or service offered to the client.
2. Includes unit and total prices for each product or service.
3. Includes the required specifications for each product or service.
4. Contains payment conditions.
5. Includes life and validity conditions for the price.

THE MARKET DEVELOPMENT PLAN FOR A PRODUCT.

1. Includes the identified prospects.
2. Includes the measured results of each performed action.
3. Includes the amount of made sales.
4. Includes improvement alternatives for the development of new plans.

THE APPLIED SALES FORECAST.

1. Includes the total sale amount for the period.
2. Includes the purchase amount of each customer.
3. Includes the percentage of compliance with the established quotas.

THE SALES PLAN APPLIED TO A CLIENT OR PROSPECT.

1. Includes the results obtained in the actions carried out in each step of the sales cycle.
2. Includes the amount of purchases made by the customer.

THE SALES PLAN APPILED FOR A MARKET FOLLOW-UP.

1. Includes the results obtained in the actions carried out in each step of the sales cycle.
2. Includes the amount of purchases made by the segment.

THE PREPARED SALES REPORT.

1. Includes the data of the sales made in the period, formatted according to the company’s guidelines.
2. Includes the percentage of compliance with the established quota for the seller in the period.
3. Includes the conversion rate between the prospects and customers who made purchases in the period.