From Training to Transformation: The Key to Sustaining Change
If you’re like most staffing leaders, you’re probably planning a skills improvement initiative for later this year, currently running a sales or...
4 min read
Dan Fisher
:
Jul 11, 2019 3:31:36 PM
Like many who decide to go on a diet January 1st, sticking to that diet and exercise routine is difficult just like it is for IT staffing sales professionals adopting and mastering consultative sales skills. With so much to know and learn it can be down right overwhelming and even frustrating. Take it from me, it took me years to master my craft and I am still learning every day.
According to a study by CSO Insights, it takes over 10 months for a sales rep to fully adopt sales training and a sales methodology. Even after you read the books, watch the videos and go through your initial training the learning process still evolves over several additional months. In this blog I am going to share with you eight sales exercises for IT staffing sales professionals to improve their consultative selling skills.
In this blog I share with you ideas to accelerate the learning curve for adopting consultative selling skills and master consultative selling. Below are eight sales exercises to improve your consultative selling skills.
Create & Call Plan & Track & Measure How Often You Complete One
All sales reps, regardless of their sales process or sales methodology should be completing a call plan before ALL of their sales calls and sales meetings. It's real simple, if you want to have more productive conversations, land more face to face meetings, get more orders and close more deals then you need start planning your calls. When it comes to completing a call plan for consultative selling your call plan should include the following elements:
On a daily basis, track and measure how many call plans you complete. Make it your goal to do better today than you did yesterday.
Practice Asking Questions
At the heart of consultative selling is asking probing questioning. Specifically, asking really good questions. To improve your consultative selling skills IT staffing sales professionals need to practice creating and asking the following types of questions.
They key here, as with most training is repetition. Your goal should be to get to a point where you have internalized 3 or more questions for each section. You should be able to ask any of the questions with full confidence and without thinking twice about the information you're after. Practice, practice, practice.
Practice Story Sharing & Sharing Your Value Proposition
Prospective customers love nothing more than to hear a customer success story-a story highlighting how you helped another customer solve the same or similar problem and/or achieve the same goal. Sharing stories brings your service offerings and the value you have to offer to life. It is much easier for a prospective customer to envision themselves and their company working with you and your firm after they have heard how your service impacted someone else-especially someone in their same industry or using the same technology. When sharing a customer success story, your story line should follow the following format:
I can't overstate how important it is for sales reps to practice story telling. The first step of course is making sure you take the time to interview your clients and build your customer success stories. Assuming you have done this you need to practice this everyday until you can tell the story so an 8 year old can understand it.
Practice Writing Email Messages that Incorporate Client Success Stories
We all know how difficult it is to get decision makers on the phone let alone get a call back. As you practice your story telling you should also practice writing impactful email messages that incorporate your customer success stories. Writing this down will help train your mind which in turn will improve your email response rates and also help you accelerate the pace and effectiveness of sharing customer success stories.
Practice Leaving Voice Mail Messages that Incorporate Client Success Stories
Follow the same exercise as you did for emails only apply it to leaving voice mail messages. Leave your voice mail messages on your personal phone, for your peers, supervisor and friends. You want as much feedback as you can get. This is how you will improve.
I once read, if you want to accomplish extraordinary achievements then you have to be willing to do things you have never done before. Good luck!
What are some methods you have tried for improving your consultative selling skills? What exercises have you found most beneficial? Please share in the comments section below.
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