Sales results have been proven to increase dramatically when a proven sales process is followed. A sales process that gives you a step by step approach with prospect and customer interactions will generate greater sales results for you. Do you follow a sales process?

The problem with traditional sales techniques is that all of these sales techniques are known by just about all buyers. As a matter of fact buyers have been educated by sales people. They see the same techniques being use time and time again, to the point where buyers know exactly what most sales people are going to do next.

Buyers, to protect themselves from sales people, have created their own sales (buying) process to counteract traditional sales techniques. They are now in control of the sales process, while the sales person thinks he/she is in control.

Think about it, who is rejecting who? Who should be qualifying and rejecting who?

Unfortunately sales people without a sales process fall in the trap of the buyers sales process, and get rejected, after investing a lot of time thinking they are in control as they babble on and get caught up in free consulting.

If you are not already following a proven sales results sales process you should consider the internationally proven ABC, 123 Sales Results System.

The A is for Attitude,- the foundation of success, B for Behaviour - the doing of what you have to do, even when you do not want to do it - Discipline and C for Competencies - a step by step prospect/customer interaction sales process.

The 123s of the A and B is your attitude and behaviour towards yourself, your customer and your market, based on an inside-out approach.

The 123 of the C, Competencies is 1. Building Relationships - building rapport, asking questions and listening; 2. Qualifying Opportunities - buying motivators, financial ability, decision making, followed by a summary. 3. Prescribing solutions, letting the customer buy, follow up to maintain the relationship for future business, referrals and to create a secondary sales force.

The bottom line - The ABC, 123 Sales Results System is that step by step sales process that will give your sales team the edge while maintaining control of the sales process, shortening sales cycle times, building lasting relationships, increasing margins and profits while contributing to your Bottom Line.

Tags: sales coaching, sales techniques, increase sales, sales strategies