Consultative Selling for Materials

- Consultative Selling for Materials -

with Kendall Justiniano
-

Value and solution-selling are rapidly becoming table stakes in the materials industry.

Today's B2B materials buying teams are better informed than ever about their options. In fact sometimes customers are over-informed and overwhelmed. And that makes the buying process harder not easier for today's materials sales reps. 

• educating customers about your solutions isn't enough.
• identifying solutions and quantifying value points isn't enough.

Most reps aren't prepared to act when they've done all that, and the customer still isn't convinced. Rather than information about their options, today’s customers instead report needing a different kind of help altogether.

Reps that can provide that help differentiate themselves, close more business, and reach "advisor" status with their customers. Spend a few minutes to learn what's required.

Topics discussed:

• Trends and insights that changed the materials B2B buying process.
• The neuroscience behind why a consultative approach is more effective to convert business?
• Case: How Sea-Land Chemical used Consultative Selling techniques to grow.
• How does one implement a consultative sales method? and pitfalls to avoid.
• What's the ROI of an investment, and what is needed to start?
• How does the method compare with other methods out there?

Who should listen?

• Commercial Officers and Executive leaders of sales teams
• Sales and Marketing VP's of materials companies

Show Notes

• Video Replay
• Executive Summary of the workshop
• Slides used during the workshop
• Kendall’s LinkedIn Profile
  
• Companies mentioned:
  • Sea Land Chemical

Kendall Justiniano
Workshop Facilitator

President, Growth Arc Advisors LLC

The workshop is hosted by Kendall Justiniano, founder and Managing Director of Growth Arc Advisors LLC. After a 30-year career as an executive in the chemical industry, Kendall founded Growth Arc to help materials executives implement the new thinking required for changing fundamentals. The firm delivers customized engagements including consultative selling, and digital sales and marketing.