The Human Connection in Transactional Sales with a Consultative Method
"First trust then business is an unwritten law of selling. I have found this to be true in all sales, whether $100’s of dollars or millions of dollars. When two or more humans have to interact in a buying decision, trust is essential" - Dan Lemke.
By: Vision Group
Sept. 24, 2010 - PRLog -- A critical step is to make a Human Connection in the very beginning of a buy/sell cycle, before we get down to business, explains Dan Lemke. During transactional sales, a consultative sales methodology becomes the foundation while selling to buyers who cannot easily visualize how your products can help achieve their needs.
Dan Lemke’s article
Steven Covey wrote, “Trust = Sincerity + Competence”. Over the last 30+ years, Dan Lemke has focused most of his energy building the competency portion of this equation and training new and existing customer facing personnel to run a buy/sell cycle with a consultative methodology.
The missing link till now in training is making a human connection with prospects and customers, in a manner that can influence and inspire them, and do it on purpose. The essence of this human connection in the beginning and throughout a relationship extends beyond just the buy/sell cycle details or steps that buyers and people need answers to in order to make buying decisions.
Transactional sales using a consultative selling based methodology, especially those over the phone, still require building a human connection prior to closing the sale.
During a recent 2-day workshop, Dan helped a group of sales teams determine the most appropriate ways to make a connection over the phone with their customers. They were able to understand how to connect with multiple buyers in two or three telephone based meetings that resulted in close rates greater than 80%. The elapsed time for these sales was ~14 days with no more than ~60 minutes of prospect connection time to complete the sale.
Introduction to Effective Prospecting - StoryLeaders™
He explains effective prospecting and closing sales starts with a human connection to begin to build trust. Training and developing personnel to connect, inspire and influence decision makers upon the first encounter helps create the best buying experience. The power of story is part of the missing link.
The human connection is fundamental to how we all learn to relate and carry on relationships with others. Building a human connection should become part of the consultative selling processes that are used in business today.
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About Vision Group: Our customers are using consultative sales methodology combined with the ability to develop a human connection via the power of story, which leads to the best buying experience for their new and existing prospects/customers.
With our association with Mike Bosworth we are offering a new training program designed to help sales and marketing personnel improve their effective prospecting and consultative sales methodology.
Customers tell us we help train and educate their personnel on what their best do naturally. Telling stories woven with how their products/services are used by their customers to help satisfy their needs, while using empathetic listening skills during needs discovery to connect with prospects/customers.
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