ConclusionPutting It All Together: Mindset + Practice + Process + Action
When it comes to sales, there are a lot of ways to improve performance. Our research has shown us, time and time again, that the Critical Selling framework we've shared with you in these pages is a highly effective way for sales professionals to accelerate the sales process, reduce the number of objections, and close more deals. Sales reps at companies large and small—from Cartier, HSBC, Philips, Cummins, Broadridge, and Wells Fargo to Freeway Insurance, Scratch Events, Enartis Vinquiry, National Motor Club, and InfinityQS—and across a number of industries (whether business and professional services or consumer goods and retail or energy and utilities) have benefited from following these critical steps throughout each and every sales interaction.
From planning to opening to discovering to presenting to closing, top-performing sales professionals understand how critical it is to implement each of these steps, every time, with every customer. They accept the need to change, adopt a positive mindset, and adapt their behavior in order to keep up with ever-more-savvy customers in a fiercely competitive, global, and 24/7 marketplace. They continue to practice, to hone their skills, and to keep up with training, regardless of how much tenure they possess or how much success they have enjoyed in the past.
They do this because, as we've mentioned, research indicates that much of the purchase decision-making process ...
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