The question is: Which sales model is used by the top sales performers that deliver? They use parts of many of the models to create a hybrid of “Consultative Selling.”

Sales Scripts

This model, introduced in 1887, still has a place in selling today. Everyone uses a script; they just do not like to admit it. The Script got a bad name, because it brings up those annoying telemarketing calls to your home.

  • How do you introduce your product or service?
  • Do you have an opening statement?
  • How do you respond to an objection?

You use a script! What is a script?

A script is a well-thought-out, rehearsed statement that best communicates a response to a prospect’s or client’s question or concern.

The best salespeople have multiple scripts they choose from, depending on the topic. Eighty percent of the salespeople rely on one or two responses to objections, while the top performers have many to choose from.

Closing Sales Model

Acting as a consultant, the salesperson understands their product/service and how it can be applied to solve their client’s problems.

Problem Solving Sales Model

Questioning and listening techniques. Questions are not just the opened and closed variety; rather, they are focused on eliciting the specific criteria used by the client for identifying the problem and the result they are seeking.

Value Add Model

Because the seller is often proposing answers to problems, several services or products are submitted as the solution. Clients view this approach favorably.

Team Selling

A must for today’s climate. Over and over, the internal organization will remark at how well the top salespeople work at getting the team to respond to their request for their client. It could be in preparing a proposal or presentation or assisting in meeting a client’s requirement.

Relationship Selling

This method can be summed up in one word… Trust.

What is the best model to use? The answer is: a “Best Practices Consultative Sales Model,” based in taking parts from many models. How do you get to a Best Practice? First, you have a process or procedure. It has to be followed and then you can learn from what works and what doesn’t work, making the process better and better.

What standards and procedures are followed?

Having managed information technology groups in the past, I cannot imagine developing a software application without programming language standards or development method­ology standards. Some of the processes used are:

  • Collecting requirements
  • Developing a design
  • Creating test scripts
  • Quality control checkpoints
  • Communication interventions at each critical step
  • Implementation standards
  • Project Management

If these are not followed repeatedly, serious consequences can occur.


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