Blog

Gross Sales Training - The ABCD Of Closing The Sale

Gross Sales Training - The ABCD Of Closing The Sale

When you've got been in gross sales for any size of time I'm sure you will have heard of a book or a course of called 'The ABC of Selling'. The ABC is sort of simple. It stands for All the time Be Closing.
Through the years it has turn out to be a well known promoting mantra. You may already know the place it emanates from and in the event you don't, by now I am guessing you already know what's coming.

Sure that's right it's American.

So, given that almost all sales training materials and one of the crucial influential sales and marketing training books ever comes from the States and, if we will agree that UK and European citizens don't wish to be sold to, it must be no surprise to learn that most individuals within the UK dislike salespeople as most of them have been trained in a way that's inappropriate to our fundamental cultural requirements. In other words, no surprise we have now such a bad fame!

The British are totally different

British people (and in this I embody most Europeans and anybody from Delhi to Cape Town by way of Kingston, Jamaica whose origins are culturally British), respond to salespeople alongside a line that starts at warning and proceeds by suspicion to outright hostility. We would like issues; after all we do, and most of us have needed to sell in some unspecified time in the future in our lives; Britain is among the many biggest trading nations on earth. However as individuals we value our privacy, and unashamed ABC promoting is invasive.

At all times Be Closing assaults our finer sensibilities. We're the modest virgins of the gross sales world, who have to be wooed with a consultative approach. Being talked at by somebody who's overtly aiming for a sale turns us nicely and really off. We want to really feel that we are in management and that we're getting what we want. Not what the seller needs to sell to us.

I'm British and I have chosen to make my dwelling for previous 30 years in sales. I know, as you recognize, that ABC doesn't work. What you do not know, although happily I do, is that there is another approach that does work. I've called it ABCD.

I learned by trial and error and some could say I learned the hard way. I disagree because I've liked every single moment of it. Nonetheless, if you had asked me thirty years ago; Tony, here is a brief reduce through a few of the trials and errors. Would you prefer it? I'd most likely take your hand of at the shoulder.

So, I made a decision to write down this book to help skilled salespeople such as you and I to understand the subtle differences we've got to make in our sales strategy as a way to succeed in the UK and European environment.

And the primary lesson it's important to be taught is this:
The position of a British salesperson is to not 'sell' within the American sense. If you wish to sell to British clients (and most European clients that have by some means acquired the famous British reserve), you must do something different.