Consultative Selling Archives

17 03, 2014

Features and Benefits, what’s the difference?

By RicHayden|2021-10-11T12:26:33+01:00March 17th, 2014|Consultative Selling, Customer Service, Engagement, Passion, Sales, Sales Performance, Success|Comments Off on Features and Benefits, what’s the difference?

Nobody who bought an alarm clock wanted an alarm clock… Last week I was running a sales training workshop with a group of experienced sales people. Some had been on previous training programmes over the years and all of them thought they could explain the difference between a Feature and a Benefit, in a sales situation. None of them got it right. It even got a bit heated when someone continued to try and benefit sell to me using only the features of the product. So here goes: FEATURE = a characteristic of your product or promotion. [...]

13 12, 2013

A Consultative Approach

By RicHayden|2021-10-11T12:26:34+01:00December 13th, 2013|Consultative Selling, Sales, Sales Performance|Comments Off on A Consultative Approach

When it comes to sales understanding the requirements of clients/customers is extremely important. Of course you don't want to start selling them the wrong thing. The more time you take to get to know each key client in store and understand their needs, the more likely you are able to create rapport and trust. There are a number of deciding factors in gaining their commitment to your proposed actions. A consultative sales approach focuses on gaining an in-depth appreciation of each of your key clients requirements before proposing any actions. This approach can make the sales process very simple. A successful presentation involves finding out [...]

27 09, 2013

Don’t say you ‘can’t’ when you can

By RicHayden|2021-10-11T12:26:34+01:00September 27th, 2013|Consultative Selling, Goal Setting, Sales, Sales Performance, Success|Comments Off on Don’t say you ‘can’t’ when you can

How many times do you hear yourself or other people say 'can't'? Too many? Often we have no idea whether we can actually do something or not because we have never actually tried! Imagine the things that we could do if we all freed ourselves from the limitations imposed by the word 'can't'. It’s interesting to think that the word ‘cannot’, linguistically, is made up of ‘can’ and ‘not’ - so it actually means that you are capable of ‘not doing’ whatever it is that you think you can’t do! Of course this is word-play, but it does offer a [...]

7 08, 2013

Matchmaker

By RicHayden|2021-10-11T12:28:52+01:00August 7th, 2013|Consultative Selling, Customer Service, Sales, Sales Performance|Comments Off on Matchmaker

Now if you have read any of our previous blogs then you will have probably heard us going on about something called Rapport. Well of course that's because it is really important when it comes to selling.Here is another technique that can help to build good rapport between you and your customers. Rapport is the foundation for effective communication and positive relationship-building. It stems from finding and/or creating common ground. In general, customers like people like themselves. So one of the easiest ways to build rapport and ensure store contacts feel comfortable with you is to be as much like [...]

25 07, 2013

Consultative Selling Programme

By RicHayden|2021-10-11T12:28:52+01:00July 25th, 2013|Consultative Selling, Sales, Uncategorized|Comments Off on Consultative Selling Programme

Last week our 3 day consultative selling training took place in London and we can happily say that it was a great few days. We definitely can't complain about the weather either, it was hot and sunny but it didn't affect anyone. We had Estate Agents, Mortgage Advisors, Catering Sales and even someone who works with private jets attending. It was a really interesting group with everyone realising they can learn a few things from each other. Everyone loved the programme and we had some great feedback, everyone seemed to like the fact that they got a video of their [...]

2 04, 2013

Rapport Skills, building blocks for business growth

By RicHayden|2021-10-11T12:28:52+01:00April 2nd, 2013|Consultative Selling, Customer Service, Engagement, High Performance Culture, Sales, Sales Performance, Success|Comments Off on Rapport Skills, building blocks for business growth

Rapport is the foundation for effective communication and positive relationship-building. It stems from finding and/or creating common ground. The ability to build rapport with customers is vitally important. Why? Because, if you have rapport with your customers they are more likely to trust you, listen to you and communicate openly with you. This in turn enables you to interact more comfortably and work more effectively together. Rapport dramatically increases your chances of being able to take action and win business. There are 4 main indicators that tell you when you are in rapport with a someone: you feel an openness/warmth [...]