How to succeed with ARC in sales?

How to Succeed with ARC in Sales?

ARC refers to affinity, reality, and communication. This is called ARC Triangle.

The?A-R-C TRIANGLE?is the?keystone?of living associations. This triangle is the?common denominator?to all of life’s activities.

This is also a very effective Sales tool & we can apply this in the sales process.

1. Affinity: The first corner of the triangle is called?AFFINITY. Affinity is a liking between persons e.g. A Prospect may like the behavior, nature, or knowledge of the salesperson. Great affinity Great sales.

2. Reality: The second corner of the triangle is?REALITY. Reality is an agreement between persons, on quality, price, discount, delivery time, etc. e.g. A Sales professional quotes a 20% discount on one product and the customer says ok. This is called an agreement (Reality).Big reality Big sales.

3. Communication: The third corner of the triangle is?COMMUNICATION. Communication is an exchange of information and ideas between a sales professional and a prospect. e.g. A Sales Professional should have the nature to talk with prospects. Effective communication Effective sales.

ARC in Sales and Negotiations :

With the ARC Triangle, you put the relationship first and the sale second. You communicate with the person, have an affinity for the person, and then reach an agreement with the person. ARC is so powerful, it even makes bad salespeople into kind, helpful salespeople.

Example of bad?ARC

Sales Professional to prospect - "So are you ready to buy?"

Prospect - "No, I want to think about it."

Sales Professional- "What's there to think about?"

Prospect- "None of your business."

Example of a good ARC.

Sales Professional to Prospect - Are you ready to buy?

Prospect - "Well, I'm concerned about the price. Can you tell me again how your payment plan works?"

Note-Salespeople with high ARC get sales because of their excellent ARC! The best thing is that ARC can be used in personal and professional life to building great relationships with others.

ARC in action

?1. Write down a deal you would like to negotiate or an item you would like to sell this week.

2. Write down how you will establish ARC with the people involved.

3. Go do it!

Thank You.