A. You cannot build anything without a solid foundation and the same applies to the sales process. The A in the ABC Sales Results Process is for Attitude - the foundation of all successful salespeople. Without a positive attitude and belief in you, there is no foundation upon which to build a successful organization, or winning products and services or benefit from market growth.



Sales professionals need a process to reflect, confirm and take hold of their attitude. It is realizing you have the ability to turn your proletarian attitude into a millionaire's attitude. It also assists in overcoming fear and dealing with rejection. As part of the essential process, a millionaire's attitude will help increase productivity and save time and money.

Salespeople need a sales process that will reflect an owner's mentality and will uphold the organization's mission statement, endorse the products and services and provide clear direction for team members.

They also need to reflect, confirm and take hold of their attitude toward the market. A well thought out process will reveal how they are perceived while profiling the ideal prospect. It also allows a complete understanding of the competition and a compassionate attitude.

B. Salespeople should have a sales process based upon an optimistic, positive attitude; however, such an attitude is not enough to guarantee long term success. You need goals and an action plan to get you where you want to go. The B in the ABC Sales Results Process is for Behavior - the daily actions required to accomplish goals.

A sales process which includes personal and organizational goals also requires attuned behaviours. The entire process involves market targeting. There is no motivation, no ownership mentality and no drive to go the extra mile if a process disregards goals and behaviours.

Salespeople need to study the relationship between consistent, positive behaviours and success. The first step is learning this on a personal level. They also call for a process to identify and develop personal goals. They need it to develop an action plan based on the reason they come to work everyday.

They also require a process to track equivalent procedures, to increase goals, to expand action plans and to acquire behaviors for organizational objectives. A progressive sales process will consistently improve upon time management skills.

One thing for sure, they need to be familiar with "how to" target their sales efforts through the 80/20 rule. A sales process will implement the ABC target model while obtaining pertinent industry, organizational and client information.

C. Traditional sales training has placed all its efforts on sales techniques. In this ongoing, non traditional process approach the C in the ABC Sales Results Process is for Competency - the capability of following a process utilizing appropriate sales competencies to build and maintain long term relationships.

There are no meaningful results and valuable time is wasted without the implementation of a sales process and without competencies.

The ABC selling process is simple. In order to build a long term relationship, one must first establish a strong rapport. Salespeople need to learn about the relationship selling model, the components of the rapport pie and how to build rapport in the first 30 seconds of meeting.

Following the ABC selling process you will know that once rapport has been established, relevant questions can then be asked. Salespeople must discover why questions are so important, the type of questions that should be asked and how to respond to questions from the prospect or client without giving free consulting.

Salespeople who follow the ABC process know the right questions to ask and the importance of listening carefully to the answers. It incorporates learning how to qualify opportunities by setting parameters, uncovering buying motivators, financial capabilities, decision making processes and summarizing prior to making a proposal or presentation. This type of selling process is referred to here as a prescription.

Sales professionals utilize the ABC sales process to prescribe solutions specific to the customer's requirements. It allows the customer to buy, to retain the account, to keep competitors out and to build up the account to its maximum potential.

Once the prospect has purchased the solution, the salespeople who abide by the ABC selling process will know how to maintain the relationship, develop the account for more business and obtain new prospect introductions and referrals.

The time is now to secure the best process - the ABC sales process - the sales results process. A process commonly referred to as SUCCESS!