How to Become a Consultative Salesperson
Michael Halper
Founder and CEO
SalesScripter

What is Consultative Selling?
Product Selling
• Focuses on talking about the product
• “All about me” approach
• Assumes that every prospect needs the product
• Tries to sell the product to every prospect
• Focuses on selling products to prospects
• Tries to sell the product at every sales process step
• Salesperson does most of the talking
• Pitch centers around explanations and descriptions
• Talks about the product to try to make the prospect
interested
• Focuses on the salesperson’s interests
• Tries to overcome objections
Consultative Selling

Some Examples

Hello ___, this is John with Mary’s Bookkeeping. How are you doing?
We provide bookkeeping, CPA, and Tax services.
I would like to schedule a meeting with you to discuss your
bookkeeping and tax needs.
Are you available on Tuesday morning?

Thanks for connecting. A lot of new things are going on with my
company and I would like to share them with you in the near future.
We help business owners acquire financial freedom in their business
through coaching, training and personal development. I welcome the
opportunity to work with you.

Hi Michael,
XXX specializes in accounting and financial services at affordable
rates.
We have experienced CPAs, and staff to handle all your bookkeeping,
financial and tax needs.
We offer per hour as well as dedicated outsource staff at a lower
payroll cost then any in-house staff.
Take advantage of our current 30% off any service, ends July 30,
Book keeping rates start at $15/hr(after discount).
Free trial, if you are not satisfied after 10hours of work, then you don't
pay.
Call us at XXXXXXXXXX

Hey,
I would like to introduce myself as a part of XXXX - A leader in data
driven marketing solutions. If you're looking to acquire new customers
or launch a new product or expanding your target market, you can gain
access to all relevant databases from our repository of more than 32
million datasets worldwide.
Do, let me know a good time to connect over the Phone and Email to
discuss further strategies for your business.
We also provide Integrated Marketing Solutions like:
SEO (Search Engine Optimization)
Digital Marketing
Email Marketing
Web Development
Email Appending
Data Provisioning
360 Degree Profiling
Email Verification & validation
Multichannel Prospect Lists
HTML Design/Creative Services

I hope everything is going great and thank you for connecting with me! I
wanted to reach out and ask how you are handling your payroll and HR
for your company? I am sure you have everything taken care of, but if
there is any opportunity for myself and XXXXXX to earn your business,
I would love to talk with you about what myself and XXXXXXX has to
offer a business your size.
I can be reached at XXXXXXXXX or XXXXXXXXX. What is the best
way to reach you? I look forward to hearing from you!

Hey Michael,
I hope you’re doing well today. I’ll keep this short and to the point: we recently
launched [product name] after three years of development. It's a total game
changer.
Basically, [product name] uses [product explanation]. It's a self-service
platform unlike anything you may have seen. The kicker is that our service is
inexpensive and fast.
Do you have time this week for a quick call or demo to discuss how we could
help you?
or can you tell me who I should speak with?
Best,
[contact name]

Benefits
Why do we do this?
Product
Company
Features
Functionality
What we say when talking with prospects
Very inward focused – me, my product, my company
• Foundation of knowledge
• Focus of training
• Wealth of experience
• Where we have interest
• What leads to us getting
paid
• Introductions
• Cold calls
• Emails
• Networking
• Company website
• Social media
• Presentations
It is what we are trained to do

What is Consultative Selling?
Product Selling
• Focuses on talking about the product
• “All about me” approach
• Assumes that every prospect needs the product
• Tries to sell the product to every prospect
• Focuses on selling products to prospects
• Tries to sell the product at every sales process step
• Salesperson does most of the talking
• Pitch centers around explanations and descriptions
• Talks about the product to try to make the prospect
interested
• Focuses on the salesperson’s interests
• Tries to overcome objections
Consultative Selling
• Focuses on talking about the prospect
• “All about the prospect” approach
• Questions if the prospect needs the product
• Tries to find prospects that are a good fit
• Focused on providing solutions to prospect’s needs
• Trying to sell the next step in the sales process
• Prospect does most or equal amount of talking
• Pitch centers around probing sales questions
• Talks about benefits, problems, ROI, client
examples to make prospect interested
• Focuses on the prospect’s interests
• Tries to redirect objections

Consultative Selling is Not Easy
• What questions to ask?
• Can be a lot of different types of customers
• It can be difficult to have business conversations
• Can be unclear what pain points to look for?

Interest
An Alternative ApproachValue
Pain
Qualify
Credibility
Objections
Prospect Focused
What we say when talking with prospects
• Get outside your
comfort zone
• Identify how you help
• Focus on the problems
that you solve
• Introductions
• Cold calls
• Emails
• Networking
• Company website
• Social media
• Presentations

Building Your Email Messages

Early Sales Process Stages
Stage Goals
Initial Contact
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
Appointment
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
Presentation
Discovery
Presentation
Demonstration
1 to 2 hours
20% on prospect
80% on you
Pre-Qualify
Gather high-level information
Build interest in having conversation
Schedule an appointment
Pre-Qualify (Cont.)
Hard Qualify
Gather detailed Information (Discovery)
Build interest in meeting
Schedule a presentation
Sell Product
Map out Next Steps
Close (Sale or agreement to move
forward)

How

How

How

How

How

Key Takeaways
• It is about knowing what questions to ask
• Making it more about the prospect than about you
• Look for the problems that you can help to solve
• It is about looking for the prospects that need your product

SMART Sales System
S
M
A
R
T
ales
essaging
nd
esponse
actics
SMART Sales System

SMART Sales System
Sales Methodology Software Platform Professional Services

SMART Sales System
Sales Methodology Software Platform Professional Services

SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Training
• Recorded Training Videos
• Live Sales Training (virtual)
• Live Sales Training (in-person)
• Custom Sales Training

Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
• Library of Scripts and Templates
• CRM Functionality
• Email Automation

Sales Methodology Software Platform Professional Services
Sales Consulting
• Sales Pitch Development
• Sales Process Mapping
• Script Assessment
Sales Coaching
• One-on-One Sales Coaching
• Weekly coaching
• Coaching Hour Blocks

Contact Us
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
@salesscripter