The Future Salesforce—A Consultative Approach

Microsoft Dynamics®

Body: In the last few years some organizations have found that their sales processes have become more challenging while the performance of some of their sales professionals who were past stars has deteriorated. Selling complex products and services, versus selling commodities, has always been more difficult and sales professionals must have different skill sets, as illustrated below:

COMMODITY-TRANSACTION SALE
• Simple product or service—perceived as a commodity by the buyer
• One or two calls—perhaps telemarketing
• One or two apparent decision makers
• Low risk
• Relationships less important—buyer views the sales professional as vendor
• Technique selling
• Price quote
• Price and availability more important

COMPLEX SALE
• Complicated product or service
• Multiple consultative calls, demonstrations, and presentations—perhaps technical sales support
• Multiple decision makers—executive committee or board-level decision
• High risk
• Relationships very important—buyer may view the sales professional as a business consultant
• Value-based selling
• Proactive sales proposal or response to a Request for Proposal (RFP)
• Return on investment (ROI) very important or required

In this Microsoft Dynamics® white paper, written by Bob Kantin of Salesproposals.com, Michael J. Nick of ROI4Sales and Tim Sullivan of Sales Performance International, you will learn how with a consultative sales process, a sales team will produce better ROI analyses for its customers, and improved sales proposals that are customer-focused. A consultative sales process is an essential first step in turning your sales team into a competitive advantage

Download this White Paper and help your organization be better prepared to analyze, consult, differentiate, communicate, compete, and win.