Suiting Up - Damian Johnson

Damian Johnson - “SERVING UP SALES” - Episode 4 - Suiting Up

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INTRODUCTION
Ask several sales representatives about their favorite sales approach. The responses you’ll get in return will be as interesting or diverse as the individuals who offer them. However, all sales approaches are essentially step-by-step propositions—developed to make the act of selling much more effective and reliable. In Today’s show, we will review some of the more popular sales approaches you can immediately apply to any selling situation. Before long, you will feel comfortable enough to implement one or perhaps a blend of the approaches to your sales process. Use these techniques and watch your numbers grow!


Show Objectives - The Why
First off, there's really no one best sales approach/method because the personality and background of the salesperson will determine which type of sales method will be most effective. However, in order to be successful in sales, it is important to adopt a disciplined approach/method as a baseline that can then be evaluated and modified. The objective of this show is to lay out some of the more popular sales methods/approaches.


Key Issues - Owner Perspective:
Why does a business owner or sales team need to adopt a sales approach/method? Having sales approach is important because it:

• helps facilitate the customer’s buying process in helping present value
• provides a structure for us to work with customers, improving the way we engage them.
• assists identifying the customers problems, goals and dreams in a natural way.
• helps customers understand by simplifying complex ideas
• Leads the customer to a decision point.

What You Need to Know - The What
There are a number of sales approaches, many of you have heard of and some perhaps you haven’t. Even if you have a methodology that works well, it's a good idea to try a different approach now and then.  Trying new methods keeps you out of a rut, and you may be surprised by how well a new sales approach works for you. In fact, many salespeople do best by using a combination of approaches.  Here’s list of the top 7 sales methods:

1. Consultative Selling
2. Conceptual Selling
3. Customer-Centric Selling
4. SNAP Selling
5. Solution Selling
6. SPIN Selling
7. The Sandler Selling System

What You Need to Do - The How
In today’s show we will break down each sales method so you can understand them and determine which may be best for you given the dynamics of your product, service, and environment. 

Here’s a quick sampling of 3 of the above methods to give you an idea what we will cover today.

1. Consultative Selling
Consultative selling techniques are rooted in the selflessness of the salesperson. It’s not about proving that your product or service is the best, it’s about finding the solution that’s right for the customer.
This sales methodology established its roots in solution selling where an experienced salesperson’s expertise, industry knowledge and reputation is leveraged. Instead of telling prospects what they need, this investigative approach engages prospects through thought provoking questions, helping them identify their own pains. Ultimately, prospects guide themselves into making their own decision.
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The number one trait of effective consultative selling is the art of asking questions that dig up quality responses. Start by building credibility by demonstrating that you understand what’s going on with their business. 
 
2. Customer-Centric Selling
No shocker here – the focus of this sales model is on the challenge, goals and convenience of the consumer. The objective is to become a knowledgeable, trusted advisor to the client. Customer-Centric Selling (CCS) centers on defining and implementing a buyer-driven sales process that’s repeatable and scalable to achieve success and exceed goals.
The 8 Components Of This Sales Model:

1. Converse situationally compared to making presentations
2. Ask relevant questions as opposed to offering opinions
3. Solution-focused instead of relationship-focused
4. Target decision makers instead of users
5. Promote product usage to gain interest instead of the product alone
6. Focus on being the best seller instead of the busiest
7. Close on the buyer’s timeline instead of the seller’s
8. Empower buyers to buy as opposed to convincing them to buy

3. S.N.A.P. SELLING
Established by Jill Konrath in 2012, SNAP aims to speed up the sales process under the assumption that prospective buyers are busy and distracted. SNAP Selling is one of the best sales methodologies because of how it identifies three critical decisions involved in a sale.

The first is allowing access, second is the choice to move in a different direction away from the status quo, and the third is changing resources. The goal is to use these mini decision milestones in order to more effectively keep deals on the right path.

Simple – Keep it simple by making it easy for prospects to change their current habits and adopt what you’re selling.

INvaluable – Your prospects (buyers) or overwhelmed. You need to be unique experts who stand out and showcase the value of your product.

Align – Make people want to buy from you by aligning your position with their beliefs and needs.

Priority – Focus on what the prospect is focused on to win deals.
Tune in to the live show to get the rest!!!
 
Damian Johnson 
Having over two decades in a successful sales career in the mortgage sector, Damian continues to pursue his passion in sales and people development.

Damian is also the Owner of Mandeville Ingleside LLC, whose mission is to develop and equip leaders, professionals, business owners and individuals who are able to build stronger teams that deliver demonstrated optimal performance and results.

Damian is passionate about equipping leaders and helping people to take action that will maximize their potential. His success and experience has allowed him to advance his reach, influence and impact by working with international organizations and teams who want to leverage their sales teams potential through in-person and virtual training programs across the Caribbean Islands (Trinidad, Barbados, Jamaica), Europe (U.K.), Africa (Liberia), and South America (Costa Rica). In a strategic pivot to expand his reach internationally, he is also a Radio Talent with the International Business Growth Network.

You can connect with Damian on Facebook and Instagram via his handle @iamdamianjohnson