Selling is a concept of communication that allows the prospect and the sales representative to discover if the product or service (p/s) represented has the wherewithal to not only solve the prospect’s issues/problem but more so afford the purchaser to move forward in a more efficient manner in relationship to their respective business.
The most important part of the selling process is the transaction phase. This is when the consummation of an agreement has been reached or you have decided not to do business or move forward for any number of reasons. But you both have come to the conclusion that the p/s is not a good fit, which is ok.
Only four things happen in a sales scenario:
· a yes
· a no
· a crystal-clear future
· a lesson
To which all four are positive
I talked with a sales manager last week in which he shared with me that his sales people have a problem with closing, or consummating a transaction. It surprised him when I shared that the closing was not the problem and that it is actually the easiest aspect of the sales process. The failure took place when the price based on the values did not transcend one another which can be a common occurrence for those that have not developed a systematic process to selling.
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