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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?”
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