Sales Training - The ABCD Of Closing The Sale
When you have been in sales for any size of time I am certain you should have heard of a book or a process called 'The ABC of Selling'. The ABC is kind of simple. It stands for At all times Be Closing.
Over the years it has turn out to be a widely known selling mantra. Chances are you'll already know where it emanates from and certificate in sales and marketing
case you do not, by now I am guessing you understand what's coming.
Yes that's right it's American.
So, given that most gross sales training supplies and one of the crucial influential sales books ever comes from the States and, if we are able to agree that UK and European citizens do not prefer to be sold to, it should be no shock to be taught that most individuals within the UK dislike salespeople as most of them have been trained in a way that is inappropriate to our elementary cultural requirements. In other phrases, no surprise we now have such a bad popularity!
The British are completely different
British people (and in this I embody most Europeans and anybody from Delhi to Cape City by way of Kingston, Jamaica whose origins are culturally British), respond to salespeople along a line that begins at warning and proceeds through suspicion to outright hostility. We wish things; of course we do, and most of us have had to promote sooner or later in our lives; Britain is among the biggest trading nations on earth. But as people we value our privateness, and unashamed ABC promoting is invasive.
At all times Be Closing assaults our finer sensibilities. We are the modest virgins of the sales world, who have to be wooed with a consultative approach. Being talked at by someone who is overtly aiming for a sale turns us nicely and truly off. We wish to feel that we're in management and that we're getting what we want. Not what the vendor needs to promote to us.
I'm British and I have chosen to make my living for past 30 years in sales. I do know, as you already know, that ABC does not work. What you have no idea, although happily I do, is that there's one other method that does work. I've called it ABCD.
I discovered by trial and error and some could say I realized the hard way. I disagree because I have liked each single second of it. However, in case you had asked me thirty years in the past; Tony, here's a quick cut by a few of the trials and errors. Would you prefer it? I would most likely take your hand of at the shoulder.
So, I made a decision to write down this book to help skilled salespeople like you and I to appreciate the refined differences we now have to make in our sales strategy in order to succeed within the UK and European environment.
And the first lesson you need to study is that this:
The role of a British salesperson is not to 'sell' in the American sense. If you wish to sell to British customers (and most European prospects which have someway acquired the well-known British reserve), you have to do one thing different. Website URL: