For over 2,000 years sales professionals, and all of mankind, have been exposed to a very valuable and important message. The message is ask and you will receive.

However, are you as a sales professional asking or telling?

Are you as a sales professional asking questions to qualify customers or are customers asking you questions and qualifying you.

Who is rejecting who? That will tell you who is in control, and who thinks they are in control.

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If they do, they are probably getting you the sales results you are looking for.

If not, you are loosing out on margins and profits, experiencing longer sales cycles, not getting repeat business, referrals or introductions – all the things that are needed in today’s competitive market.

Sales is the oldest profession in history, yet it is the least respected profession. Why, because sales people continue to follow traditional techniques, and do not follow a sales process.

However, buyer’s have created a process to protect themselves from sales people, they follow it, and are therefore in control. To prove that point, think about who is qualifying who and who is rejecting who?

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Sales is a tough profession and only those with the desire to be in sales will survive. That desire stems from the foundation of all successful people – Attitude. Yet what is attitude?

Attitude, the “A” in the Velocity Sales Training System, a non-traditional sales process, is defined as follows:

Attitude is your way of thinking or behaving.

Your attitude towards people influences your behaviour towards them. Your attitude affects your level of satisfaction with life, and with your job. Your attitude affects everyone who comes into contact with you.

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Too many sales professionals and business people do not know what selling is all about.

They took sales courses, went on sales training and are still following traditional sales techniques. They think they are in control, when in reality they are out of control. They end up talking and telling too much and end up letting the buyer be in control.

Think about it, who is qualifying who and who is rejecting who?

The job of a Sales professional, or business leader, is to ask questions, listen and qualify prospects. If there is no need, no money or decision making capability it is the sales professional’s job to reject the prospect, not the other way around.

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