|Tom Wallis of Phocas and Isabel Li of Crystal CG|
in discussion at the
TACK Solution Based Selling Course
at De Vere West One, May 2012
(Nothing wrong with being transactional when it's appropriate, of course ! )
Much of this issue revolves around 'perception' of course, but rather than just talk about this ,the delegates formulate some actions that will plant the seeds of that perception of 'being' a trusted advisor in their clients' minds. ( see some of their flip chart work)
The selling skills of the traditional sale centre on conventional selling activities such as knowledge of sales, prospecting , opening the call, investigation, features and benefits, objection handling, negotiation, closing and follow up etc.
The delegates also tend to formulate ideas centred around improving business relationships, through use of interpersonal style mapping. Trusted advisors understand and adapt to different personalities of clients by adapting their own behaviour. ( "Different strokes for different folks")
Fortunately knowledge can be collected more easily through the Internet for both traditional and solution based sellers..
Unlike the 'capabilities knowledge' of conventional selling the trusted advisor of the solution sell though employs "Situational knowledge". This involves the client's situation - so becoming a useful source of information by understanding the client's situation is key.
Similarly being able to relate to the client thorough investigation, helping the client by helping the client to understand the implications of the situation and to visualise the solution.
By setting up automatic alerts and using on line business services and subscriptions you can gather practical information on Client companies, their key customers, their relevant competition , key opinion leaders in the trade sector etc. Such information which automatically which saves a lot of time and helps underpin your client knowledge to convey your trusted advisor image.
3. One source http://www.onesource.com/ an infogroup company - personalised prospecting ,direct dial numbers, email addresses, intelligence in real time
4. Get on subscription lists to trade sector specialist magazines to build up your knowledge as trusted advisor. + Put aside some time to read the content!
5. Get on the mailing list for client in house newsletters Read up before next call / meeting.
6. Use Linked In at both the individual cleint contac level but also to build up a list of more contacts/ allies within client companies and also follow and read ( listen) in LinkedIn sector groups and forums.
|'Wine importer' Peter negotiates|
with 'hoteliers' Tom and Sally
|Leon and Isabel negotiate as Simon listens|
and observes preparing to give feedback on the
" California Here I come" case study
|Craig and Jana negotiate while observer Derek listens|
in and prepares to give feedback