Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Sales Success Principles
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
A simple sales process that works, and has proven itself worldwide, is the ABC, 123 Sales Results System. It is based on the book Up Your Bottom Line and the author has been ranked #7 among the world’s top 30 sales gurus.
The A stands for Attitude, B for Behaviour and C for Competency. Each of the A, B and C components has three sub sets. In Attitude and Behaviour the three subsets are:
2. The Organization
3. The Market
In C, Competency, the three subsets are: Building Relationships, Qualifying prospects, and Prescribing solutions.
You must request permission to ask questions and to take notes, then, ensure the customer is comfortable with the fact you may not be able to help them in the end. Remember you cannot solve everyone’s problem. A simple statement like, “I may or may not be able to help you. If I can’t, are you ok with me telling you that I cannot help? If I’m able to help, I will inform you immediately… Are we comfortable this honest approach with each other and working on a “yes or no” basis? “
Remember this is a step by step sales process and each step has to be fully completed before moving onto the next step.
If not, tell them honestly just as you mentioned earlier in setting the parameters. If you can help them, tell them you can and ask this question, “As discussed earlier, I believe I have a solution to your needs. Are you still okay with giving me a yes or no answer subsequent to my presentation?”
About the author