Skip to main content

Sales Process

The TACTIC: What you know can hurt you, so dummy up! The most successful salesperson is an educated dummy.

The TACTIC: No money - no sale. Not everyone can afford what you sell. Find out if they can before you waste their time and yours.

The TACTIC: No mutual mystification!  If you think you know what someone said, you don’t know until you ask him.

In sales, we all bundle our accounts, clients and prospects, into logical groupings to add clarity and understanding to our efforts. We use vertical categories, assembling together our healthcare, consumer products, technology accounts, and others. We also differentiate by geography, adding efficiency in territory management by bundling accounts based on physical locations. 

The TACTIC: Have prospects close themselves.  Prospects want to buy; otherwise they would not be talking to you.

The TACTIC: Statements are NOT questions. Don't answer them.  Statements do not require answers. If you want to know why a statement was made, ask the prospect a question.

The TACTIC: Answer every question with a question, but soften it first.  You cannot read minds. Unless you reverse the question, you have absolutely no idea why it is being asked. Knowing why the question was asked will ultimately help you sell more efficiently.

The TACTIC: There's no such thing as a salesperson handling stalls and objections. There's only one person qualified to do that, and that's the prospect. Eliminating objections is less time-consuming than overcoming objections. Eliminating them gives you more selling time.

The TACTIC: Knowing when to TAKE IT AWAY.  Take it away ONLY if you are prepared to walk out the door. Once you take it away, wait for a response regardless of how long it takes.

The TACTIC: Don't spill your candy in the lobby. Every salesperson knows that “send me some literature” is a brush-off. Yet most salespeople send the literature anyway. Why? If the prospect doesn’t have the time for you, he will NOT have time for your literature.