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This document outlines an alternative set of "ABCs of selling" for navigating complex sales. It assigns a key sales concept to each letter of the alphabet. Some of the concepts covered include understanding buyer personas, building executive relationships, qualifying opportunities, crafting solutions, demonstrating value, and being ready to adapt your approach for each unique sale. The overall message is that complex sales require focusing on relationships, understanding buyer needs on an emotional level, and guiding buyers through an iterative process - not just always be closing as the old sales mantra suggested.

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Ma. Rochelle Cabrales
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21 views

Assignment in Entrep

This document outlines an alternative set of "ABCs of selling" for navigating complex sales. It assigns a key sales concept to each letter of the alphabet. Some of the concepts covered include understanding buyer personas, building executive relationships, qualifying opportunities, crafting solutions, demonstrating value, and being ready to adapt your approach for each unique sale. The overall message is that complex sales require focusing on relationships, understanding buyer needs on an emotional level, and guiding buyers through an iterative process - not just always be closing as the old sales mantra suggested.

Uploaded by

Ma. Rochelle Cabrales
Copyright
© © All Rights Reserved
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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Republic of the Philippines

Don Mariano Marcos Memorial State University


Mid La Union Campus
COLLEGE OF GRADUATE STUDIES
City of San Fernando 2500 La Union Philippines
Telefax: 072 7004516 http://www.dmmmsu.edu.ph/gs/
___________________________________________________________________ . . . designing change!
Name : MA. ROCHELLE F. CABRALES
Course : Ph. D TEM
Subject : ENTREPRENEURSHIP
Topic : ABC’s of SELLING
Professor : MANOLITO F. DELA CRUZ, Ph. D
Date : SEPTEMBER 28, 2019

The ABCs of Selling

Written by Mike Schultz


President, RAIN Group
At some point or another, you've probably heard of the ABCs of selling: Always Be
Closing. The mantra was popularized by Alec Baldwin in Glengarry Glen Ross (warning: strong
language).

It's not as simple as Baldwin's character would have you believe. In a complex sale, there
are multiple decision makers, sales cycles extend for months on end, and relationships are crucial
for winning sales and growing accounts.

To help you navigate the complex sale, we've put together our own ABCs of selling, with
an important sales concept you should know assigned to each letter.

A – Aspirations and Afflictions


Uncover the full set of buyer needs by focusing on both the pain points and aspirations (what the
buyer wants to achieve).
B – Buyer Personas
Understand the different buyer personas and match your selling approach to each individual
buyer's preferences.
C – Connect, Convince, and Collaborate
Sell the way winners do by connecting with buyers and building relationships, convincing buyers
of maximum ROI and minimum risk, and collaborating with them to develop new ideas and
insights.
D – Dissatisfaction Layering
Take buyers on an emotional journey by moving back and forth between aspirations and
afflictions while demonstrating why outdated thinking has failed in the past.
E – Executive Relationships
Build and foster executive relationships—they often lead to new business and referrals.
F – Forecast
Forecast your sales and check your pipeline regularly to make sure you stay on track.
G – Goals
Set challenging sales goals, build a plan to achieve them, and execute the plan.
H – HPI
Approach each new day with hustle, passion, and intensity to crush your sales goals.
I – Impact
Make a strong impact case for why buyers should buy, and buy from you.
J – Justification
People buy with their hearts and justify with their heads. You need to make a strong ROI case for
buyers to justify the purchase.
K – Knowledge
To be successful in sales you must have strong knowledge of your buyers’ needs, the solutions
you provide, your company’s value proposition and competitive positioning, and more. You
need to become a fluent expert.
L – Loyalty
Focus on building customer loyalty and growing existing accounts—this represents a huge
untapped opportunity that only the top sales organizations take advantage of.
M – Mistakes
You will make them along the way. Use the opportunity to learn from them and avoid them in
the future.
N – New Reality
Paint a picture for the buyer of where they are now and where they want to be—their New
Reality. And then prove you can help them achieve it.
O – Opportunity
Manage your opportunities and guide them through the sales process toward the close.
P – Prospecting
Continually work to keep the front of your pipeline full. Always be prospecting.
Q – Qualify
Qualify your opportunities and pursue your most important ones with the right amount of
investment and rigor.
R – Rapport
Build rapport with buyers early in the sales process because ultimately, if the playing field is
level, buyers buy from people they like.
S – Solutions
Craft the best solution that meet buyer needs and present them persuasively.
T – Trust
Take time to build trust with buyers and your odds of winning the sale will increase significantly.
U – Understanding
Demonstrate understanding of buyer needs and share how you’ve helped others overcome those
needs.
V – Value
Value is at the center of everything you do. You must communicate and provide value through
the sales process.
W – Win
Sales is about winning. Do what it takes to win the sale and for your most important
opportunities, use the Win Lab.
X – X-factor
Even the best sellers have to deal with the unknown in every sale.
Y – Yourself
Be yourself. Don’t try to be something or someone you are not. Buyers will see through this.
Z – Zigzag
In complex B2B sales, no two sales look exactly alike. Be ready to zig and zag as you move
buyers through the pipeline.
It's time to forget the old ABCs and take on the new—that is if you want to succeed with the
complex sale.

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