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Greg Nanigian and Associates, Inc. | Braintree, MA

Sales Process

Are you a salesperson who has been hearing too many of these statements: “We’ll think it over,” “Get back to me,” and “We’ll let you know”? If so, you’re in good company. I want to help you to fix that problem.

I have met many excellent sales people that were chief executives. They could prospect, qualify, close and negotiate. Their closing ratios surpassed their best sales people. Yet, they couldn't train their people to sell. Even though they tried, by coaching, running sales meetings, showing and telling, they weren't effective at training sales people. In fact, in some cases it made their sales people worse as they tried to emulate the Boss.

By using the reversing technique of answering a prospect’s question with another question, you encourage the prospect to tell you more. And, getting the prospect to tell more is the key to getting beneath surface pain to real pain, the pain that will lead to a sale. Let the prospect do the talking, and use reverses to keep information coming.

Sales is a profession where, on a daily basis, we deal with adversity or it “deals with us”. A salesperson’s role is always about making changes. Yet Sales can be extremely rewarding, profitable and gratifying, but that does depend on how well the salesperson deals with the adversities of sales. So, here are a few suggestions on how to alleviate, deal with or eliminate the stresses that can be caused by the adversities of sales.