Sales Is As Easy As ABC

Sales Is As Easy As ABC
A. You can`t build anything without a solid foundation.
The A is for Attitude - the foundation of all successful
sales people. Without a positive attitude and belief in
yourself, your organization, It`s products and services and
the market, there is no foundation upon which to build
success.

Sales professionals need to reflect, confirm and take hold
of their attitude, realize it is theirs, develop it into a
millionaire`s attitude, overcome fear and be able to deal
with rejection, increase productivity and save time and
money.

Sales professionals need to reflect, confirm and take hold
of their attitude toward the organization`s mission
statement, products and services and team members, while
developing an owner`s mentality.

Sale professionals need to reflect, confirm and take hold
of their attitude towards the market, knowing how they are
perceived, while profiling the ideal prospect and fully
understanding their competition

B. Sales professionals could have a fantastic attitude,
but a positive attitude alone is not enough to guarantee
long term sales success. You need goals and an action plan
to get you where you want to go. The B is for Behavior -
the daily actions that are required to accomplish goals.
Goals and behaviours from a personal, organizational, and
market targeting level. Without these goals and behaviors
there is no motivation, no ownership mentality or drive to
go the extra mile.

Sales professionals need to learn the relationship between
consistent positive behaviours and success. The first step
is to learn this on a personal level. Sales professionals
need to identify and develop personal goals and action
plans based on why they come to work.

Sales professionals then need to follow the same procedures
to develop goals, action plans and behaviors for
organizational objectives while improving their time
management skills.

Sales professionals need to know how to target their sales
efforts through the 80/20 rule and the ABC target model
while obtaining pertinent industry, organizational and
client information.

C. This is the area where traditional sales training has
placed all its efforts - on sales techniques. In this
ongoing, non traditional sales approach the C is for
Competency - the capability of following a sales results
system with the appropriate sales competencies to build and
maintain long term relationships. Without a sales results
system and without the sales competencies, time is wasted
and there are no meaningful sales results.

In order to build a long term relationship, one must first
establish rapport. Sales professionals need to learn about
the relationship selling model, the components of the
rapport pie and how to build rapport in the first 30
seconds of meeting.

Once rapport has been established, questions can then be
asked. Sales professionals need to learn why questions are
so important, the type of questions that should be asked
and how to deal with questions from the prospect or client
without giving free consulting. When asking questions,
sales professionals must listen effectively, and learn how
to qualify opportunities by setting the parameters,
uncovering buying motivators, financial ability, decision
making processes and summarizing prior to making a
proposal or presentation, referred to here as a
prescription.

Sales professionals need to learn how to prescribe
solutions specific to the customers needs, letting the
customer buy, retaining the account, keeping competitors
out and developing the account to its maximum potential.

Now that the prospect has purchased the solution, Sales
professionals need to maintain the relationship, develop
the account for more business and how to obtain new
prospect introductions and referrals.

The Bottom Line: Sales is as easy as ABC. Sales people need
to follow a proven Sales Results System, or sales process.
Businesses today cannot succeed without sales. Without
sales there are no transactions. Without transactions there
is no revenue. Without revenue, there is no business, no
jobs, no bottom line. Sales is the bottom line!

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Bob Urichuck is an International Speaker, Trainer and
Best-Selling Author. Learn personally from Bob in the areas
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