Imagine a national sales meeting where there is no pre-conference agenda, no planned speakers or breakouts, yet there are several pertinent presentations and everyone's needs are met. Does this sound like a riddle? It's not. It's an "Un-Conference", a forum where every participant has an opportunity to share and gain in a collaborative, efficient, real time, dynamic and even organized setting.
Much like the days of starting with the “product pitch” are long gone, so are the days of starting client conversations with a firing line of questions. Yet, it happens every day. Well-intentioned salespeople use a myriad of questions to uncover needs designed so they can position value. On the other side of the table – frustration, impatience and perceived irrelevance to the client’s business situation.
19 members of the Sandvik Coromant sales departments from eight countries and nine different time zones were awarded Consultative Sales Certification (CSC) in a virtual graduation ceremony on May 16th, 2014. "This was not just an online meeting, but an actual graduation ceremony with presentations from students, faculty and awarding of diplomas," said Jeff Arnold, Executive Director of The Sales Association who delivered the commencement address during the event.
"This training has changed my approach with customers. They aren't just clients, or a sale, or a referral, they are everyday people like each of us. I think I had it in my head before that since I was a floater, I didn't have the opportunity to connect with clients as much as those personal bankers stationed in one location. However, my new approach has, I think, really helped me to achieve a personal level with the customers. I know this because now when I visit a branch, the clients will chat with me and recognize me more so than they would have in the past."
- Bethany P., Personal Banker
"This program has really increased my sales. I look at people in a different way. Once I have figured out how people think, it is easy to sell to them. I use this everyday in my selling. Since, training, I have sold several tractors that I probably would not have if I didn't have it."
- Mitchell B., Crain Tractor & Equipment
|Use alternate of choice questions when customers don't know what they need. Alternate of choice questions give the customer options to narrow down their choices like, "Would you like a delivery to all of your locations or just to the Stockton Location?"|