Stick to the Sales Process

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Rhonda always bought from salespeople that were overzealous and aggressive. She tried to emulate that same disposition on every sales call she went out on.
Learn more about the problem with projecting and how it can hurt you at the sales negotiation table on this Sales Gravy Podcast Episode

Sell in the manner in which you were trained to sell and stick with the proven selling sequence that works for you and within your industry or profession. Sticking to a proven sales process helps you disrupt your emotional desire to project your values on the buyer.

If you sell in the same manner as you buy, you are projecting cyprus telegram data your beliefs onto the other people. Since every person’s beliefs and buying habits are different, every prospect processes information differently. What is important to one person may not be important to another. Therefore, there will never be two presentations exactly the same.

While one prospect might weigh company stability and the quality or value of the product as the most important aspect in making their decision, another prospect might weigh price as the most important.

Learn to adapt your presentation around the values of each specific prospect. In the end, people make purchasing decisions based on their style of buying, not yours.Accelerating the Adoption of Virtual Selling Skills in Field Sales
To remain relevant and productive field sales professionals must adopt virtual selling skills now. The fact is that virtual selling is here to stay and there is no going back.