AN EFFECTIVE SALES PROCESS

Most sales processes being used in the field today are me-centered. Me-centered selling is when the salesperson spends most of the time with a prospect talking about the product being sold or the company selling it. Thus, when a salesperson starts to engage with a prospect, most often the prospect recognizes that he is being sold to, and immediately shuts down and gets defensive. We believe that me-centered selling is not only ineffective but it is offensive to the prospect. More importantly most people have a natural reluctance to self-promotion. Our belief is that the most effective and authentic sales process is prospect centered. The prospect doesn’t care about you or your company. They care about their own problem and their own situation. It is the job of the salesperson to focus on the prospect and through skillful yet honest and authentic conversation discover if the prospect actually has a compelling reason to buy and if so when, how, and for how much.