grow your sales consultative...
TRANSCRIPT
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Grow Your Sales
Consultative Selling Dirk Beveridge
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We Promised • Identify Your Strengths
& Weaknesses
• Engage The Customer
In Meaningful Dialog
• Differentiate Yourself
Beyond Product and
Price
• Grow Your Sales and
Your Commissions
Too “Our first priority is bringing our members the resources
for career and business success.”
![Page 3: Grow Your Sales Consultative Sellingprobeauty.org/docs/webinars/consultative_selling_presentation.pdfConsultative Selling Dirk Beveridge . We Promised ... PowerPoint Presentation Author:](https://reader034.vdocuments.mx/reader034/viewer/2022050517/5fa0e36d2dff8e265025ce01/html5/thumbnails/3.jpg)
![Page 4: Grow Your Sales Consultative Sellingprobeauty.org/docs/webinars/consultative_selling_presentation.pdfConsultative Selling Dirk Beveridge . We Promised ... PowerPoint Presentation Author:](https://reader034.vdocuments.mx/reader034/viewer/2022050517/5fa0e36d2dff8e265025ce01/html5/thumbnails/4.jpg)
Agenda
• Your Mission
• Commitment To
Evolution
• Customer Needs
Analysis
![Page 5: Grow Your Sales Consultative Sellingprobeauty.org/docs/webinars/consultative_selling_presentation.pdfConsultative Selling Dirk Beveridge . We Promised ... PowerPoint Presentation Author:](https://reader034.vdocuments.mx/reader034/viewer/2022050517/5fa0e36d2dff8e265025ce01/html5/thumbnails/5.jpg)
What Is
Your Mission?
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What Is
Your Mission?
![Page 8: Grow Your Sales Consultative Sellingprobeauty.org/docs/webinars/consultative_selling_presentation.pdfConsultative Selling Dirk Beveridge . We Promised ... PowerPoint Presentation Author:](https://reader034.vdocuments.mx/reader034/viewer/2022050517/5fa0e36d2dff8e265025ce01/html5/thumbnails/8.jpg)
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We Won’t Ask
For Your
Business Unless
We Have A Plan
To Help Improve
your Business
![Page 10: Grow Your Sales Consultative Sellingprobeauty.org/docs/webinars/consultative_selling_presentation.pdfConsultative Selling Dirk Beveridge . We Promised ... PowerPoint Presentation Author:](https://reader034.vdocuments.mx/reader034/viewer/2022050517/5fa0e36d2dff8e265025ce01/html5/thumbnails/10.jpg)
We Won’t Ask
For Your
Business Unless
We Have A Plan
To Help Improve
your Business
![Page 11: Grow Your Sales Consultative Sellingprobeauty.org/docs/webinars/consultative_selling_presentation.pdfConsultative Selling Dirk Beveridge . We Promised ... PowerPoint Presentation Author:](https://reader034.vdocuments.mx/reader034/viewer/2022050517/5fa0e36d2dff8e265025ce01/html5/thumbnails/11.jpg)
Distributor Missions
•Why Is
Every
Business In
Business?
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Distributor Missions
Profit
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Distributor Missions
Profit
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Distributor Missions
Profit
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Distributor Missions
Profit
Increase
Productivity
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Distributor Missions
What Are The
Challenges Our
Customer’s
Face?
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Distributor Missions “The days of marketing to your
customers by bringing them a box of
donuts are gone.
The days of a customer buying just
because he likes a rep are gone.
You have to have relationships, sure, but
it has to go beyond just being friends. It
has to be based on helping the dealer
make money; you have to talk marketing
terms and investment.
That’s a different sales approach in this
industry, but it’s what dealers need, and
we have to provide it.”
![Page 19: Grow Your Sales Consultative Sellingprobeauty.org/docs/webinars/consultative_selling_presentation.pdfConsultative Selling Dirk Beveridge . We Promised ... PowerPoint Presentation Author:](https://reader034.vdocuments.mx/reader034/viewer/2022050517/5fa0e36d2dff8e265025ce01/html5/thumbnails/19.jpg)
Distributor Missions
To Be A Fully
Effective
Business
Partner
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What Is Your Commitment To
Evolution?
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Evolution of Sales
![Page 24: Grow Your Sales Consultative Sellingprobeauty.org/docs/webinars/consultative_selling_presentation.pdfConsultative Selling Dirk Beveridge . We Promised ... PowerPoint Presentation Author:](https://reader034.vdocuments.mx/reader034/viewer/2022050517/5fa0e36d2dff8e265025ce01/html5/thumbnails/24.jpg)
Evolution of Sales 1. Where Are You Today?
2. Where Do You Need To
Be?
3. How Long Do You Have
To Get There?
4. How Will You Do In Your
Business If It’s The
Competitors Who Gets
There First?
![Page 25: Grow Your Sales Consultative Sellingprobeauty.org/docs/webinars/consultative_selling_presentation.pdfConsultative Selling Dirk Beveridge . We Promised ... PowerPoint Presentation Author:](https://reader034.vdocuments.mx/reader034/viewer/2022050517/5fa0e36d2dff8e265025ce01/html5/thumbnails/25.jpg)
Commercial Visitor
• 40%
• Get The
Customer To
Like Love Me
“I like you, you like me,
please buy from me.”
![Page 26: Grow Your Sales Consultative Sellingprobeauty.org/docs/webinars/consultative_selling_presentation.pdfConsultative Selling Dirk Beveridge . We Promised ... PowerPoint Presentation Author:](https://reader034.vdocuments.mx/reader034/viewer/2022050517/5fa0e36d2dff8e265025ce01/html5/thumbnails/26.jpg)
Product Peddler
• 50%
• Product
Focused
“If management gets me a better
product at a better price, then I could
sell this stuff.”
![Page 27: Grow Your Sales Consultative Sellingprobeauty.org/docs/webinars/consultative_selling_presentation.pdfConsultative Selling Dirk Beveridge . We Promised ... PowerPoint Presentation Author:](https://reader034.vdocuments.mx/reader034/viewer/2022050517/5fa0e36d2dff8e265025ce01/html5/thumbnails/27.jpg)
Yesterday’s Sales
Process
50% 35% 10% 5% CNA
Problem Solving
F&B
Close
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Consultative Sales
• 8%
• Customer
Focused
“I won’t ask for your business unless I
have a value added plan to help
improve your business.”
![Page 29: Grow Your Sales Consultative Sellingprobeauty.org/docs/webinars/consultative_selling_presentation.pdfConsultative Selling Dirk Beveridge . We Promised ... PowerPoint Presentation Author:](https://reader034.vdocuments.mx/reader034/viewer/2022050517/5fa0e36d2dff8e265025ce01/html5/thumbnails/29.jpg)
Today’s Sales Process
50% 35% 10% 5%
CNA
Problem Solving
F&B
Close
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Sustaining Resource
• 2%
• Unpaid Staff
Member
“Beyond problem solving, I’ll work inside
your business and bring you solutions to
problems you didn’t know you had.”
![Page 31: Grow Your Sales Consultative Sellingprobeauty.org/docs/webinars/consultative_selling_presentation.pdfConsultative Selling Dirk Beveridge . We Promised ... PowerPoint Presentation Author:](https://reader034.vdocuments.mx/reader034/viewer/2022050517/5fa0e36d2dff8e265025ce01/html5/thumbnails/31.jpg)
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Are You Committed To The Customer
Needs Analysis?
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CNA Objective
To Identify The
Customer’s
Needs From The
Customer’s
Point Of View
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CNA Fact
The Customer
NEVER Needs
Your Product
![Page 35: Grow Your Sales Consultative Sellingprobeauty.org/docs/webinars/consultative_selling_presentation.pdfConsultative Selling Dirk Beveridge . We Promised ... PowerPoint Presentation Author:](https://reader034.vdocuments.mx/reader034/viewer/2022050517/5fa0e36d2dff8e265025ce01/html5/thumbnails/35.jpg)
Customer Needs Macro Store Level
Regulatory & legislative threats Branding & marketing
Slow economic recovery Store traffic
Growing variety of competitors Customer loyalty
Diligent approach to the retail
side of the business
Additional product and service
sales
Aging Population Enhance consumer experience
Changing Technology Profitability
Stylist loyalty
![Page 36: Grow Your Sales Consultative Sellingprobeauty.org/docs/webinars/consultative_selling_presentation.pdfConsultative Selling Dirk Beveridge . We Promised ... PowerPoint Presentation Author:](https://reader034.vdocuments.mx/reader034/viewer/2022050517/5fa0e36d2dff8e265025ce01/html5/thumbnails/36.jpg)
Always
approach the
customer with
the mindset ...
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Approach with
purpose & intent
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Be prepared to
...
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We Promised • Identify Your Strengths
& Weaknesses
• Engage The Customer
In Meaningful Dialog
• Differentiate Yourself
Beyond Product and
Price
• Grow Your Sales and
Your Commissions
Too “Our first priority is bringing our members the resources
for career and business success.”
![Page 40: Grow Your Sales Consultative Sellingprobeauty.org/docs/webinars/consultative_selling_presentation.pdfConsultative Selling Dirk Beveridge . We Promised ... PowerPoint Presentation Author:](https://reader034.vdocuments.mx/reader034/viewer/2022050517/5fa0e36d2dff8e265025ce01/html5/thumbnails/40.jpg)
Invigorate Your Distribution
Business In 2 Days
• First Innovation Summit For
Distributors
• Brilliant Innovators Share
Stories
• Lift & Shift To Apply Innovation
• Beyond The Summit
October 29-30, 2013
www.unleashwd.com