FileMan’s Training Model is specifically tailored to Records and Information Management. It emphasizes a Measurable Multi-Stepped Model designed to assist the buyer in identifying his or her needs, and then suggesting products or services that satisfy those needs. Consultative Sales is a method in which a salesperson plays the role of a consultant. As a Consultant, we put on an analyst’s hat. Initially we will not sell Products or Services or even Features, Advantages or Benefits. We will sell a “Needs Assessment or Survey” which will develop the buyer’s actual needs.
For many sales representatives this approach is quite different from selling a tangible product. It requires that you act as though you don’t have a specific solution for their problem. It is true to say that you don’t initially know what they need regardless of what you sell. Of course you do have a Book of Services and brochures in your brief case, but if you pull one out too early it could be the wrong one and that could kill the sales call.
What we are after in Consultative Selling is a comprehensive solution with a long term relationship. The best adage to adopt is similar to going to a doctor. When you walk into the examination room, the doctor greets you and says something like, “How can I help you today?” You might say, “I have a pain in my stomach.” The doctor may do a cursory review of your vital signs but then probably would recommend a test or some further examination. Why wouldn’t he prescribe a pill or a treatment right there? Simple – it could be malpractice. He does not yet know what is wrong with you. It could be anything from something simple to something serious. So, what does he do? He orders some tests and further examination in order to diagnose the problem so that he can provide a solution.
It is presumptuous for you to assume that you understand the prospect’s problem on the telephone or even on the first face-to-face encounter. Like the doctor you need to assess his problem, known in the sales world as his “Pain.” The most common way to do this is to suggest that he allow you to conduct a Needs Assessment. This is usually at no cost to the buyer but, of course, isn’t free. It requires you to make an investment of time and talent to help in the decision making process. It does cost you money and time but you are willing to provide that in order to determine if you can help him.
Most, if not all, Consultative Selling Programs include a step-by-step approach.
The FileMan Model is made up of Seven Steps with Activities, Goals and a Timeline for each step. This model sets in place a benchmark to measure against.
Step # 1 is Prospecting – Converting a Suspect to a Prospect
Its goal is to set a first confirmed 15 minute face-to-face appointment with a decision maker.
Step #2 is the Initial Face-to- Face Sales Call – Developing and Qualifying the Prospect by Selling a Needs Assessment
Its goal is to gain agreement from the prospect decision maker to allow you to do a Needs Assessment.
Step # 3 is Performing the Needs Assessment and to Confirm the Prospects Interest and to Gain Commitment
Its goal is to understand the prospects issues, pain, and implementation logistics and to determine how your services may match the prospects needs.
Step # 4 is Gain Prospects Agreement on the Issues while Formulating the Solutions
This is part of the discovery process, not time to sell. All we want is agreement on the issues.
Step # 5 is Create and Plan the Proposal and the Presentation
This course includes samples and instructions to help you accomplish this with minimal effort.
Step # 6 is Present and Negotiate a Signed Agreement
The FileMan process provides specific techniques to accomplish this.
Step # 7 is Implementation and Gather a Satisfaction Assessment
The goal is to ensure all aspects of the implementation plan are completed including conducting a Satisfaction Survey and reviewing the first invoice with the client in a face-to-face meeting.
You can expect from this course a full understanding of Consultative Selling, the Steps and Activities that assures results. These are modeled after the best sales practices in use today.
You will have access to the collective knowledge of the best sales representatives gathered though decades of excellent selling skills.
You will learn how to become your own sales manager and how to manage a sales force.
You will know and understand what attributes makes a good sales representative, how to incent him or her and how to maximize your sales goals.
Remember in business, nothing happens until the sale is made!