Sales are the results of relationships and trust - the desired result of an interaction between two people. Sales can be made easy when you follow a simple sales process. A sales process that is as simple as ABC, 123.

Let’s understand that a sale starts the moment you meet someone. They will have to buy you, before any sales will be made between the two of you. So, would you buy you?

This is the A in sales - Attitude. Do you believe in you, do you believe in your organization, it’s products and services, your team players and the market that you are making sales in?

If you do not believe in one, or any of these elements, nor will the customer. It all starts by believing in yourself, and the organization that you are making the sales for.

Buyers are sharp when it comes to sales. They know how to read body language and your level of belief is indicated through your body language.

The B in sales is for behaviour. Our behaviour is our habits when it comes to sales. Are you demonstrating appropriate behaviours / habit for sales by asking questions to qualify the prospect or are you demonstrating traditional sales behaviours of show and tell and wasting everyone‘s time?

The behaviour you demonstrate leads to perceptions. Someone doing a show and tell is definitely perceived as a sales person. However, someone who is asking questions, showing concern, listening and taking notes would be perceived differently - as an advisor or consultant perhaps, and still getting the sales, while maintaining a relationship.

How do you want to be perceived. What behaviours must your demonstrate so that you can be perceived as you want to be, while still getting the sales results you so need.

Behaviour is also knowing your sales numbers and where you sales time is spent and where you are getting your best sales results. What behaviours get you the greatest sales results- telephone, networking, e-mail, trade shows, etc.

In order to generate X sales this week, how many No’s do you have to get to get to a sales yes. How many sales prospects do you need? To get that many sales prospects, how many people do you have to make contact with?

Sales can also be targeted - another behaviour. Knowing the 80/20 rule can lead you to focusing on sales and relationships at the top end, as opposed to the bottom end.

Having a personal marketing plan to position yourself in the marketplace as a sales expert can be part of your pull strategy. Stop chasing and start pulling in sales.

Focus on building rapport when you meet someone. Build a relationship on trust and soon the sales from them, and others will start flowing.

Ask questions, listen and make the other person feel important and comfortable, before trying to make a sale.

Set some ground rules to work by, so that there are no sales surprise. Be present in the moment and sales will flow.

The Bottom Line. Buyers are everywhere. What are you doing to help them buy? Start by taking control of your attitude and behaviours and then engage people. Sales are more likely to be made with people are engaged and listened to.

Tags: increase sales, sales coaching, sales techniques, how to sell