Posted by Nick in Sales Career Articles | 0 Comments
I’ve often said the Sales Process is the most effective and efficient method to sell something. I don’t care about the product or the industry. Once you full understand how to execute the Sales Process, you’ll take the guesswork out of sales.
The Sales Process is a communication’s process that transforms prospects into clients. In this post, I’d like to dig deep into the sales process to understand how it works from the prospect’s point of view. To learn how to sell from the buyer’s perspective, there are two scale measurements you need to keep in mind. While this may sound scientific, I assure you it’s not, because “selling” is an art and not a science.
Absolute Certainty Acceptance
At the high end of the scale is “Absolute Certainty Acceptance”. You reach this point when your prospect is absolutely certain that you product is perfect and must be purchased. You need not reach this point to close the deal; in fact, “Absolute Certainty Acceptance” may never be achieved. The salesperson’s responsibility is to get as close as possible to this point in the prospect’s conscience.
Absolute Certainty Rejection
The lowest point on the scale is “Absolute Certainty Rejection”. At this point, the prospect has no doubt that your product is not something they need or want. This is the world of real objections that the sales rep can’t overcome. If a sales attempt begins at this point, you are most likely dealing with an extremely unqualified prospect.
Learn How To Sell Like A Top Sales Pro
When you are working with a qualified prospect, you are most likely in the middle range of these two measurements. Your prospect hasn’t rejected your product and is open to learning more about it. Your prospect is also not ready to accept your offer and has some concerns or questions. Start using your sales techniques to close the deal!
Professional salespeople use the Sales Process to move up the scale with powerful sales techniques. They know how to move away from rejection and towards acceptance. Along the way, they may face some sales objections but once the sales objections are successfully addressed, they make great strides in reaching towards “Absolute Certainty Acceptance”. At some point, the top pros know exactly when they need to close the sale so they ask for the order. This is a key point found in all my sales training programs.
You learn how to sell when you learn how to master the Sales Process. If you are in doubt about the Sales Process, I urge you to get some sales training that will help you successfully implement this sales communication’s process.
Nick Moreno, Sales Consultant
National Sales Center
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