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The Three Truths of Selling

Unlike many other programs which dwell on prospecting skills, objection handling and closing techniques, our approach is based on building trust and rapport and relationships.  We’re really about developing great communications skills and understanding the needs of your clients and prospects.  Your success in selling is not dependant on the perfect pitch or a better close.  Your success is based on the 3 universal truths to selling anything anywhere to anyone that transcend national, gender and cultural boundries:

• Truth 1: 75% of Success Is Based On Trust and Rapport
  Three quarters of your success or failure in selling is directly correlated to the manner in which you establish trust and rapport in the initial stages of a presentation.  SEVENTY FIVE PERCENT of the end result takes place in the beginning when the salesperson is listening, not talking.  You can’t close a sale before it’s opened!
• Truth 2: Every Buyer Will Make 5 Decisions In Order
  Every human on the planet will make five critical decisions in a precise (not random) psychological order before you can sell, convince or persuade them of anything. 

1. About You the Salesperson
   - Are you likeable?
   - Are you credible?
   - Are you trustworthy?
   - Do you show integrity?
2. About the Company
   - What’s your reputation?
   - What are your values?
   - What do your customers say about you? 
   - Why are you the best match for me?
   - Can you manipulate your structures to deliver?
3. About the Product or Service 
   - Does it fix a problem or address a need?
   - How does it make the customer’s life easier?
   - Is it the best solution for the customer?
   - Does it help the customer reach their goals?
4. About the Price
   - Not inabsolute term
   - Does it represent good value?
5. About the Time To Buy
   - Can you implement in the customer’s time frame?
   - Is this the appropriate time to buy or decide?

• Truth 3: 62% of Salespeople Don’t Seek Commitment
  Sixty Two percent of the time even trained professionals fail to ask for the order or seek a next step commitment even once, while most buyers typically pose 2 objections or stall tactics.  Why:
  - They don’t set the right kind of objectives for sales calls so they don’t know what to close on.
  - They’ve missed some critical buying decisions and get unnecessary objections.
  - They lack a consistent procedure for the right way close.
  - They’re terrified of possible rejection.

The majority of salespeople in the marketplace forego ripe opportunities because they don’t have a process or procedure to follow.  Most salespeople simply “wing it” on instinct and unwittingly miss critical buying decisions or fail to address them properly and in the right order.  Our sales process will give you a step by step proedure that feels natural and leaves you flexible to establish trust and rapport, address the 5 Buying Decisions, and provide a means to naturally ask for commitment or close the sale. 

The Truth Shall Set You Free John 8:32