What is the Sales Process of Sales Superstars?

Dan:

Our sales team is in the early stages of considering several sales training programs.?Can you please explain in detail your sales process/methodology?

Jill

Boston, MA

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Hi Jill,

Thank you for your great question--people ask it often. Because you are asking, "What is your sales process?", it means that you recognize the importance of having one. You have probably heard me preach that every sales rep and every company needs a selling process.?Without a process you can expect chaos and drama.?Without a process you can’t forecast, you can’t train, you can’t communicate effectively with your sales team members and you can’t scale/grow your sales organization.?So, having a sales process is absolutely critical!

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There are many good sales training programs and each has its own sales process.?Here is a list of five of the most well known programs:

·???? Sandler Selling

·???? Impact Selling

·???? Conceptual Selling

·???? Challenger Selling

·???? Spin Selling

What process do the best Sales Superstars follow??Sales Superstars look at the world MUCH differently than average reps.?They realize that in order to really provide value to a client, focusing on a SELLING process is a ticket to being average.?

Do you want to be GREAT at selling? DON'T SELL!

Superstars understand that customers hate to be sold, so focusing on a selling process is worthless to them.?They understand that at the executive level, most customers believe that all the products/solutions are similar. In the end, customers will buy from someone they trust -- a Sales Superstar. Which means that Superstars must deploy a UNIQUE, trust-based approach that will clearly differentiate their skills from those of their competitor.

So where do Superstars focus??At a high level it is pretty simple and obvious.?Superstars focus on providing proven best practices and sharing insights to earn the customer’s trust. Only then will they be able to address and ultimately guide the customers’ BUYING process.?Superstars use tools and best practices to Develop, Document, and Drive a world-class procurement buying process. I call this best practice “3-D”. Remember, the goal is to insure the clients' LONG TERM project success by driving the customer’s Buying process.

Below are a few articles discussing some of the many best practices Trust Triangle Selling graduates use to develop trust and assist with the customer's BUYING process:

·???? Stop the Chaos in Your Accounts

·???? Customer Success Does Not Matter

·???? What Are The 3 Most Important Things Sales Superstars TEACH Their Customers?

·???? What is the Sales Superstar's Greatest Question?

·???? Customers Don’t Know Jack

·???? How Do Sales Superstars Respond To “Send a Quote to Me For My Budget”

·???? Prevent Your Client From Getting Fired

·???? Why do Sales Superstars Micromanage the Customers’ Buying Process?