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.

But that is not what is happening in most sales encounters. Buyers are the ones asking the questions, and salespeople being the most knowledgeable people in every organization end up answering their questions and falling into the second step of the Buyer’s System – offering free consulting.

The job of a Sales professional is not to be answering questions or to provide free consulting. As a sales professional, it is your job to ask questions, to get, not give information. But, you need to follow a sales system or process. If you have no sales system or sales process, you end up falling into the buyer’s system.

You need a reliable, proven system that will give you the edge over the competition. The system to follow is the internationally proven Velocity Sales Training System.

The Bottom Line: Stop talking, telling and selling and start asking questions to engage, and control the sales process.

What is the ABC, 123 Sales Results System? Leave a comment here…