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Your Prospect Doesn't Care about Your Selling Process

May 13, 2016 by Jim Cornelius in Sales Process
When it’s an apples-to-apples comparison between your product or service and your competitor’s, who gets the business?  Does the prospect award the sale to the company with the “best” selling process?  Do they reward the salesperson who asked the most thought-provoking questions, most cleverly handled objections, and methodically progressed through the development process in a recognizable step-by-step manner?    

Of course not.

Prospects don’t really care about your selling process or how astutely you implemented it.  They are much more interested in and ultimately influenced, positively or negatively, by the person with whom they are doing business—YOU.  

Also, customers are most comfortable with and award the most business to salespeople who bring the most to the relationship even when it’s not an apples-to-apples situation.

So, what differentiates the salespeople who consistently generate positive influence—and obtain the most business—from those who don’t?  What exactly do they bring to the relationship that makes customers comfortable? 
 
• They are honest and open.  They demonstrate a sincere concern for their customers and act fairly and consistently.  They don’t make promises they can’t keep.  And, when they make commitments, they follow through to the end.
 
• They are optimistic.  They don’t complain about the state of the economy, their competitors, or their company’s policies.  They feel good about themselves and the future.

• They are confident.  They possess and continually demonstrate a “can do” attitude.  They see opportunity when others see roadblocks.  

• They are decisive and action oriented.  They analyze situations, weigh the facts, and then take action.  Procrastination plays no role in their behavior.

If you want to improve the results of your selling efforts, first look to improving yourself before you look to improving your process.
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