: Edward Henry
: CTB Cut The Bullsh*t Stop CONvincing, Start SELLING Learning The Transparent Power of Selling Honest
: BookBaby
: 9780980974935
: 1
: CHF 10.50
:
: Werbung, Marketing
: English
: 144
: DRM
: PC/MAC/eReader/Tablet
: ePUB
CTB is a book about what it really means to sell and be in sales. Edward Henry, career sales professional, trainer, speaker, author, founder, and CEO of Edward Henry Company, has been working on constructing a sales program that genuinely works for all salespeople and organizations. He now brings his Sell Honest Program to this informative, insightful, and inspiring book. We must start selling honest and CTB (cut the bullsh*t) to thrive in an ever-changing industry. He brings to light what it means to be in a rewarding profession, the common mistakes and struggles that salespeople face, solutions to the ongoing issues, and how rules of engagement apply to sales. Edward is relatable in his explanations by being open and honest about his past and growth as a sales professional and business owner. He provides real-life examples about his work and one relationship that changed his entire outlook on life. Grow your career in sales, and learn more about all of the aspects of selling and sales through CTB.

Chapter3


Why a Selling Process?

I often hear people say that they buy from those that they trust. Trust is only one part of the transition. The truth is that we need to believe that we’re making the right purchase before we can come to a final decision. If the consumer does not have confidence in their ability to interpret the information or understand the decision, they will likely resist bystalling.

The worst word for most customers to say in a sales call is no, and they will use every statement to stall rather than decline. An old argument that many sales professionals often use in the profession is, “The sale does not start until the customer says no.” Customers see the job as manipulating and dishonest, and they will practice the art of stalling to avoid being convinced; convinced is different from being sold. Customers that have been sold typically enjoy the experience when it’s donecorrectly.

The selling process is explicitly designed to help customers find a solution to a problem. It is the same process of two parties developing a relationship. If we look at most selling relationships where the sales professional followed the process effectively, there is an emotional connection of gratitude between the seller andbuyer.

Try to think of any purchases you made where you were satisfied with the selling process. If you were satisfied, the seller thoroughly followed the process and worked hard to build a relationship. A relationship is where two parties have something in common, and a familiar benefit is exposed. It is a mutual understanding and a real win-win solution for both parties. In sales, there does not have to be a loser for there to be awinner.

In late 2016, at