Effective Consultative Selling, an Interview with Janet Jordan of Keynote Communications

Effective Consultative Selling, an Interview with Janet Jordan of Keynote Communications
Stephanie Tilton - Tue Jun 23, 2009 @ 02:21AM
Comments: 15

In part one of my interview with Janet Jordan of Keynote Communications, she shared her insights into brand communications and the power of storytelling. Here she discusses the necessary skills for effective consultative selling.tango

Q. Your Consultative Selling training program seems to reflect the approach you take in working with companies to help them strengthen their message. In what situations is a consultative selling approach effective and why?

A. The skills we cover are essential in any situation in which there is dialogue, where one party has a need and the other can fulfill it. Such a scenario lends itself to a productive conversation, where the two parties are trying to arrive at a win-win.

In consultative selling, you need superb listening and questioning skills, and must effectively use the time to surface the issues that will tell you early on "are we a match?" Good questioning involves uncovering the need – many times people don't know what they need or that they have a need.

You also need the right balance of listening and talking. Achieving that balance shows the other person that you're on the same page. At the same time, you need to know when it's time to move forward. As part of that, it's critical to know how to respond when someone is over-talking – you need to guide the conversation forward without putting the other person on the defensive.

Q. You say that your Consultative Selling program participants come to appreciate that selling is an art that demands "common skills done uncommonly well." What do you mean by this?

A. Listening is one of the skills that many people don't do well. That's largely due to bad habits. Many people give the perception that they're not listening because they're playing with their BlackBerry during a meeting. Or they're typing away in the background while on a conference call. Those people often end up saying something that makes it clear they haven't been following the conversation.

Getting better at listening starts with making time for important conversations. These days, too many people schedule back-to-back meetings that don't leave enough time and space for productive conversations. Get rid of distractions. Allow your conversations to run long if necessary.

Other ways to improve include doing more listening and less talking. In a business environment, many people try to demonstrate their value by jumping in and getting airtime. They're thinking "I'm challenging the speaker by asking questions." But doing so doesn't allow the other person to follow his or her line of thought.

If the speaker is flowing along, don't feel you have to jump in. When you let others talk uninterrupted, their thought process can go in interesting directions. In meetings, reconsider that talk is "power." Instead think of listening as powerful. If you have an interesting observation or question, raise it after the meeting has run a bit. Asking good questions at the right time shows that you're listening and adding value to conversation.

Recognize that silence can be good. It's almost like a dance – you have to figure out who's leading and who's following.

Stop by tomorrow for the final part of this interview to find out how to maintain your real voice in the business environment, and how to be certain you've delivered a persuasive presentation.

Read more Savvy B2B posts from Stephanie.

Comments: 15

Comments

1. http://www.microsoftsecurityhelp.com  |  my website   |   Fri Jul 26, 2013 @ 05:55AM

I have got to know more about conclusive training pregame and their reliability./ really like the share that you have given here. These tips will sure help a person to make a better output in a particular job.

2. max   |   Fri Jul 26, 2013 @ 05:55AM

I have got to know more about conclusive training pregame and their reliability./ really like the share that you have given here. These tips will sure help a person to make a better output in a particular job.
http://www.microsoftsecurityhelp.com

3. tradewinds capital mortgage  |  my website   |   Sat Sep 28, 2013 @ 06:08AM

What's up Dear, are you truly going to this site page on a customary groundwork, if so thereafter you will completely get excellent knowledge....

4. Martin   |   Wed Aug 20, 2014 @ 04:38AM

Thanks for sharing , Great Job, I am always using http://couponcodes365.us and http://mrqe.us for my online shopping coupons

5. Ramya   |   Fri Aug 22, 2014 @ 11:42AM

Won wonderful blog, It s so great work, keep regular updates. i like it so much. My Blogs http://mrqe.in and http://www.seotraininginameerpet.in

6. krishna   |   Mon Sep 01, 2014 @ 07:01AM

Thanks a lot for sharing the detailed list of Senate names of farm bill Conferees. Most of the members are new to me. This subject has interested me for quite some time. I have just started researching it on the Internet and found your post to be informative http://www.usafashiontv.com http://www.avignaseoservices.com and http://www.avighnaseosolutions.com

7. kathik   |   Fri Oct 03, 2014 @ 01:26AM

Great articles you are showing on this site that I think it would be a good asset. This is the kind of content that will give clearance to this issue.
http://mrqediscounts.us http://coupondunia.us

8. marry   |   Fri Nov 14, 2014 @ 04:11AM

ound so many interesting stuff in your Anine Bing blog especially its discussion. From the tons of comments anine bing on your articles, I guess I am not the only one having all the enjoyment here keep up the good work

http://autopartspromocode.us/
http://autopartspromocode.us/store/adventureharley-com/
http://autopartspromocode.us/store/autoanything-com/
http://autopartspromocode.us/store/autopartsexpress-com/

9. franklin   |   Wed Jun 24, 2015 @ 04:48AM

ive been examining this blogble to support its how can i include your feed to my rss reader as i need to observe you Thanks
http://inkpromocode.us
http://inkpromocode.us/category/printer-ink-toner-discount-codes/
http://ecigsdiscounts.com
http://inkpromocode.us/all-ink-stores/

10. MarkHorton  |  my website   |   Tue Aug 04, 2015 @ 02:10AM

Great article having this blog. keep posting. http://www.myoxfordplumber.co.uk/

11. kirk   |   Tue Aug 11, 2015 @ 09:39AM

It can be quite helpful to consider classes provided by nearby diy stores. http://cindygofit.tripod.com/

12. Alan   |   Tue Aug 11, 2015 @ 09:41AM

Thanks because of this submit. That is all My partner and i have the ability to point out. An individual nearly all definitely possess constructed this blog internet site in to something special.

http://fat-to-muscle.weebly.com/

https://fitnesseazy.wordpress.com/

http://healthymark.tumblr.com/

http://ripped.blog.de/

http://cindygofit.tripod.com/

http://healthproblogger.blogspot.com/

13. zimzam   |   Sat Sep 19, 2015 @ 05:49AM
14. dft   |   Mon Dec 28, 2015 @ 01:38AM

mation is very unique and much loved by the people, I wait for the next newest article continuation
Discount vapor code
http://discountvaporcode.com
Vape mods
http://discountvaporcode.com/vape-mods/
Vape pen
http://discountvaporcode.com/vape-pen/
Vape eliquid
http://discountvaporcode.com/eliquid/

15. klester   |   Mon May 16, 2016 @ 02:39AM

Post a Comment




powered by Doodlekit™ Free Website Builder