2019-09-11T12:02:30+10:00 David Jenyns

Podcast Episode #27

For decades the consultative sales approach has been a buzzword for many businesses, but very few truly understand the ins and outs of selling consultatively. This step-by-step process developed by J V helps you define your client niche, develop an effective consultative sales script that will get them engaged, win their business and drive your revenue success!

Guest’s Background:

Inc Magazine named Conscious Millionaire one of the Top 13 Business Podcasts to listen to in 2017. Conscious Millionaire is a Podcast, Community, and Academy created for established business coaches and consultants who want to make their First Million while making a positive impact.

Host JV Crum III has become a podcast legend for his highly successful podcast and syndicated drive-time radio show heard by millions of listeners in 190 countries.

Listen M-F, five-days a week. Visit www.ConsciousMillionaire.com to learn more about our VIP Private Coaching, Masterminds and Academy.

Host JV Crum III interviews the world’s top entrepreneurs, coaches, experts and thought-leaders in the conscious coaching and business revolution.

JV Crum III, JD, MBA, MS Psy is the #1 best-selling author of “Conscious Millionaire: Grow Your Business by Making a Difference.” BOOK J V ON YOUR SHOW – podcast, radio, TV or media: [email protected].

BE A GUEST: consciousmillionaire.com/podcast-contact

Website: consciousmillionaire.com/salessystem

Grab JV’s system: How to script sales calls that close

Here’s how to craft consultative sales calls

Step 1: Identify and understand your target audience/niche.

  • Start wide and then narrow your focus – at least 3-4 levels deep. For example, if your niche is coaches and consultants, the next deeper level would be business coaches and consultants and a deeper level beyond that would be 6-figure business coaches and consultants, etc.

Step 2: Identify the top 3 problems your niche market faces.

  • These problems should be problems your niche market is actively looking to solve any problems you’re confident you or your products/services can solve.

Step 3: Define your “Big WOW”.

  • Outline the big result that you know how to deliver. Ensure it solves one or more of the top 3 problems you identified in the previous step.

Step 4: Use your “Big WOW” to name your consultative call.

  • Don’t call your sales consultative call a “strategy session”. Take a piece of your “Big WOW” and use it to name your consultative call.
  • Use the subtitle to make a big promise that you are comfortable with, yet confident you can achieve.

Step 5: Put yourself in the state, be real, and fully present.

  • The quickest way to build rapport is to be present.

Step 6: Start the call and outline the agenda.

  • Explain that there are 3 parts to the call.
    • Part 1 – Have them explain their current position.
    • Part 2 – Explain where they would like to be in one year.
    • Part 3 – Explore the gap between the two.
  • Reiterate your goal is to deliver on your promised “Big WOW”.

Step 7: Have them explain their current position.

  • Use the 80/20 rule during the call, where you listen 80% of the time and speak 20% of the time.
  • Your job is to ask probing questions, not to be talking all the way through the call.
  • Your job is to ask probing questions, not to be talking all the way through the call.

Step 8: Have them explain where they would like to be at a future date.

  • Depending on your product/service, use a timeframe like 30, 60, 90 days or 1 year.

Step 9: Explore the gap between where they are and where they would like to be.

  • You’re looking to find their pain, what’s missing and how do they feel about where they are today vs. where they want to be.
  • Ask them to elaborate on “how they feel” about the gap.

Step 10: Closing the call.

  • Ask if your client wants to discuss their options on how you can help them achieve the outcome they identified / where they want to be.
  • Give them a promise or a guarantee. This promise that gives them a big result and a huge return on their investment, it also removes their risk and puts the responsibility on you to deliver.

Step 11: Make the sale.

  • Wherever possible, make the sale on the call.
    • Add bonuses or discounts to encourage them to buy today.
  • For those who don’t buy during the call, have a specific follow up appointment set up for the next day.
    • Suggestion! Send them a Google invite that they can accept so it adds the appointment to their calendar.
  • Don’t be afraid to discuss any objections.
    • “I find when people don’t move forward often times it’s because I failed to give them enough information or I failed to answer all their questions. So let’s just talk about it because I want you to make the right decision for you.”

Thank you for listening!

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