Challenge Corner


Sell Alphabet for Selling People

Sell Alphabet: Salesperson enjoying interacting with customer

I like to use a Sell Alphabet to keep my focus on people in every selling situation.

The Sell Alphabet I use is based on the 7 letters in “people”. It highlights my core beliefs about selling and selling people.

Capital Letter P

comes first because selling people first is the key. Selling people first, integrated with your sales process, drives performance and results…every time.

Capital Letter E

ngage your prospects and customers on their terms. They’ve usually done their own research by the time they get to you. Use that to engage them through questioning so you can start where they are. Once you’ve discovered what they’ve learned and what they’re after, you can:

Capital Letter O

pportunity. Selling people first is your opportunity to get to know your customers as individuals so you can further build positive relationships with them. When you know and understand your customers as individuals, you will gainĀ  their trust. Once they trust you, they become much more willing to make a positive buying decision.

Capital Letter P

ersonal sales skills. The more highly developed yours are, the greater your selling success. Work to improve them every day. With solid personal sales skills, you avoid becoming just a “data miner” focused only on numbers. Keeping the personal touch brings you results…and makes all your selling activity even more rewarding.

Capital Letter L

earning. Every day is a learning day in selling. Make learning one of your top priorities. What to learn?

As you learn more and more about selling, your market and your customers, you’ll be able to refine and improve your personal sales process.

Capital Letter E

xpertise, the natural outcome of Learning, begins with mastery of your personal selling skills. Applying them with a customer focused strategy and sales process leads to your personal sales success, helping you produce more sales…faster.

So that’s my Sell Alphabet for selling The Word People.

What Sell Alphabet are you using?

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