“When will it happen?” – Critical question deserving careful thought!

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Salespeople have to be able to predict when sales will happen, it’s an essential part of the job, and it’s referred to as forecasting. Businesses need to know what is lying ahead and salespeople are best suited for determining that. But, as any salesperson will tell you, “it ain’t easy.”

In our ASPEC sales methodology we use a couple of issues to determine probability of winning the order.  On one side we look at the confidence of winning. That involves gut feel about ability to beat the competition, whether the product to hold its own, and of course the price. I always think of product spec and performance coupled with price to represent value to the customer.

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Optimizing Sales Opportunities: The GPS of Selling

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Remember maps? You could buy them at gas stations and unfold them and search out where you were and where you wanted to go. You could plot routes and make a plan and then try to refold it only to end up with some misshapen accordion of paper. It was all very manual and didn’t adapt well to change. And if you missed a turn, you had to try to figure out where you were now and come up with a new route.

Technology changed all of that – it brought us the GPS. Now your trip is mapped for you with two simple pieces of information: Where are you? Where do you want to be? And it already knows where you are.

GPS keeps on knowing where you are at any given point in your trip and graphically displays it for you. It provides turn-by-turn directions so you always know what to do to keep going in the right direction.

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The Probing Demo: Using the Right Selling Skills At The Right Time

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In a previous article, I categorized the probing skill as the most overlooked of the three selling skills: probing, proving, and closing. Probing is asking the questions before giving the answers. It’s listening to what the customer says, thinking about that in relation to your own products and sales environment, asking follow-up questions and listening again, repeat. You never stop probing, you only do less of it as you learn more and are able to use that knowledge to move through the sales cycle.

Many sales people are reluctant to ask the questions, maybe thinking it shows their ignorance or something. And even those who do ask often don’t listen to the answers and think about them and react accordingly. They have accumulated information, but they haven’t gained any knowledge. It’s like hearing the weather forecast. If you don’t get your umbrella, it is useless information.

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What is ASPEC?

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What is ASPEC

If you are visiting The HUB from the Apple App Store or the SalesWays web site, you will already know that ASPEC is the name of a new generation of sales productivity tools designed to harness the immense power of technology in the twenty-first century. But more than just a product name, ASPEC represents the meaning of the core methodology that powers the product.

At the heart of ASPEC is a simple, elegant model of a universal sales process translated to be understood in computer software. ASPEC is an Automated Sales Process Engine for the Computer. Let’s take a look at that in detail.

Automated

The challenges of managing many ongoing sales opportunities are greatly eased with ASPEC. Because ASPEC uses an innovative model of the sales transaction, many of the characteristics common across all sales opportunities can be reviewed, recalculated, and tracked automatically by the computer.

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