I often talk about consultative selling and the fact that it is the sales approach that elite sellers systematically use. We help sales leaders implement consultative selling within their companies to increase profitability and accelerate growth.
On the other hand, I talk less often about transactional sales. Very often, in my mandates, I find that B2B sales forces approach sales in a transactional way when a consultative method is required in order to achieve their objectives. But in rare cases, the opposite situation occurs and representatives work too hard on simple sales.
Often, when a customer has to change supplier or must make an additional investment, his first impulse is to talk about it to his entire team. This is a frequent situation that puts representatives in a bad position.
In fact, the search for consensus makes the sales process more cumbersome and can even be detrimental to the project.
Here are some ways to avoid finding yourself in such a position.
A few years ago, Pete Caputa, VP of Sales for HubSpot posted a list of the 3 best sales books that new representatives should read. In this short list figure Baseline Selling by Dave Kurlan which is the consultative sales methodology Prima Resource uses for its clients.
You may be wondering what baseball has to do with sales! The purpose of the article is to answer this question by explaining the fundamentals of the methodology.
To generate as many sales as possible, reps must be rigorous: they must follow a clear list of steps in a formal and precise sales process.
When they lose too many sales, salespeople tend to justify their poor performance with excuses such as:
MONTREAL, March 18, 2019 – Prima Resource inc., a Canadian leader in sales excellence, announced today that Baseline Selling, a Consultative Selling Program, has been accredited by the Canadian Professional Sales Association (CPSA). Canadian sales professionals are now able to earn their Certified Sales Associate (CSA) designation in a fresh, memorable way.
The Baseline Selling program teaches essential sales skills necessary to close a sale in any situation, using what learners already know about the game of baseball. Modern salespeople can relate to and use the learning right away.
It's harder to get some customers to decide than others. It isn't necessarily related to the quality of your product or service or your sales skills.
There are, in fact, two types of reasons why someone buys:
We call those "why me" sales and "why" sales, respectively.