If you could increase sales, by just 3 simple actions, would that have value for you? Maybe you are thinking, selling or sales is a lot more complicated than 3 actions? Possibly, those thoughts are getting in your to increase sales.
First, these actions are based upon the premise that you have a proven sales process where you go step by step so that you avoid any miss steps. Second, there does exist a premise that you know how to ask questions. Finally, your active listening skills must be finely honed because as I have heard many times: "If you are telling, you ain’t selling."
The first action is to find agreement. Agreement is a powerful word for two reasons. This word has a high degree emotional value and also suggests that a contract exists between the two parties involved.
Action number two is to confirm for clarity what is being said. This action helps to remove the assumptions within your belief system that may send you down the wrong path. Assumptions are part of everyone’s belief systems and play a critical part in the decision making process. Additionally by taking this action helps to identify any early stalls and obstacles that may interfere with your goal to increase sales.
Validation is the final action. Before you can proceed from one step to another, to sort out the tire kickers or even confirm that you are with the for real decision maker, you must validate the actions of your prospect.
What do these 3 actions look like within the sales conversation? Well, they may sound something like this?
Action #1: (Salesperson) I agree that finding a reliable vendor is important to the growth of your company.
Action #2: (Salesperson) Can you share with me what you mean by being reliable?
Action #3: (Salesperson) After reading our proposal and provided it meets your expectations including reliability, could you please share with me your decision making process as to time and persons involved?
When you learn these 3 simple actions of being able to Agree, Confirm and Validate during your sales interactions, you will increase sales.
3 Simple Actions to Increase Sales - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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