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Sales Process

Three Ways to Use Technology to Support Your Sales Process.jpeg

This is a truly amazing period of history for sales professionals. The information tools that help us to identify, connect with, and sustain ongoing relationships with buyers are more powerful than ever, and they allow us to do things few could have imagined just a few years ago. But there's a challenge we all face: We mustn't let the extraordinary technology we now have blind us to the importance of having a clear sales process.

The TACTIC: Why did you circle YES? Force the prospect to start working with you by circling YES.

The TACTIC: Can we agree to ask questions? The only way to find out what the prospect or the customer needs is by asking questions.

The TACTIC: Get out of the way of the sale. A prospect buys because she is allowed to discover that your product fills a need. You should not stand in the way of this process, you should help it along.

The TACTIC: Know who your clients are. Customers, if given the choice between buying from a stranger or buying from someone they know, will always buy from someone they know.

The TACTIC: Don't dribble. Go for it! Money is made by those who ask for it.

The TACTIC: Only give a presentation to confirm an order. People in pain want relief; don’t get in their way of getting relief.

The TACTIC: Get out of the way of the sale. A prospect buys because she is allowed to discover that your product fills a need. You do not stand in the way of this process; you help it along.

The TACTIC: Does this make sense to you?  To do better, you have to change how you work instead of just doing the same thing you currently do for longer periods of time.

The TACTIC: Why did you circle YES? Force the prospect to start working with you by his circling YES.