Consultative Selling with The Vision Group

Effective Prospecting Helps Discover Customer Needs

Let me tell you a story about Chris. Chris found that selling was still just a numbers game. Each of his sales calls started with the same message: "At ABC Co., we're the world's leading..."

Chris is now a Story Seeker. He is calling on a new buyer and, as expected, the buyer raises the Barrier. This time Chris is prepared...

  • Read an article about Mike Bosworth, Best Selling Business Author, and what he learned has changed in the last 30 years - The Missing Link in Sales or watch a short video on Chris and how he learned about the missing link and the power of story selling.

What is it the best sales people do naturally, yet is rarely taught to the rest of the team?

The lost art of telling stories woven with how your products and services are used by your customers within their businesses may be the primary difference.

Effective Sales Prospecting starts with the search for your targeted potential customers, forming relationships with them, and motivating them to take action.

To begin the relationship and be in a position to motivate them to take action, your prospect needs to feel connected with the sales person. For your prospect to feel connected, they would have to reveal something about themselves or their company with the sales person.

For your prospect to feel comfortable enough to reveal something about themselves or their organization. The sales person must be prepared to initiate the exchange by revealing something about themselves first.

For your sales person to know how to reveal something, they must understand the foundation for how to construct and share well thought out ideas. To learn how to share these ideas, your sales person must be able to "hear" others ideas, (learn to purposefully listen with the intent to truly understand).

Before your sales person learns how to share and receive ideas, a sales person would need to understand how your prospects buying decisions are activated.

Customers tell us the power of story is allowing their personnel to connect, inspire and influence, leading to more effective prospecting and faster decision making. They also tell us it is a consultative sales approach combined with the ability to develop a human connection, which leads to the Best Buying Experience for their new and existing prospects/customers.

Through our Story Seekers Effective Prospecting Workshops, you will discover how to connect with, inspire and influence the people you wish to do business with.

Effective Sales Prospecting requires a systematic methodology, as well as personal self-discipline, without which, the reliance on luck, or on the law of averages, will only result in a great deal of wasteful time and effort. (An excerpt from Wiki books)



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