Certainty Knowledge Center

Our Articles on Communication

1. Certainty and the Sales Process

   It, of course, takes certainty to bring a prospect through to a close—and that certainty is rooted in the discipline of the sales process. Certainty of the sales process is quite important. In fact, there has never been an instance in which I analyzed a lost sale, that I didn’t discover that the salesperson had skipped one or more steps of the sales process.

2. Discovering and Developing REAL Buyer Interest

   A vital part of sales certainty is the skill of discovering and developing real buyer interest. How is this done?

   The first major step is getting the prospect to talk. It’s a bit of a balance—you don’t want the prospect to go on and on and on, but you do need to make it safe for them to talk and get them going.

3. Preparation—The Certainty in Sales

    A very basic element in certainty is preparation, which is what provides you certainty in the first place.
    
   Before you make the first contact in a sale, you must prepare by researching your prospect and finding out everything you can about them. You then further prepare by drilling your approach. These are the actions of any sales professional.

4. Selling with Certainty: Handling Objections

   One of the benefits of certainty, and one way you can spot it is the overcoming of objections. 
   
   By the time most products or services have been around for very long, the common objections encountered in selling them have usually been encountered enough times that a list of them is provided to salespeople. The handlings to these objections can be drilled with other salespeople so they can be learned, and this can certainly help.

5. 欣然接受異議，並讓它們失去影響力的八個方法
   (members only content)

6. 價錢是否為購買時有效的異議？
   (members only content)

Our Webcasts on Communication

1. 價格真的是問題嗎？
   (members only content)

2. 瞭解競爭與比較分析
   (members only content)

3. 價格是有效的異議嗎？
   (members only content)

4. 如何處理配偶或合作夥伴
   (members only content)

5. 「我需要想一下」的異議
   (members only content)

6. 八種消除異議的方法
   (members only content)

Our Videos on Communication

1. 建立共識
   (members only content)

2. 如何掌握產業的最新動態
   (members only content)

3. 處理異議
   (members only content)

4. 對你自己的產品有把握
   (members only content)

5. 身為銷售員，持續進步
   (members only content)

6. 對異議表達歡迎
   (members only content)

7. 有效管理您的銷售生產力
   (members only content)

8. 瞭解你公司的產品或服務
   (members only content)

9. 對你的產品或服務有信心
   (members only content)

10. 如何在你的銷售簡報中保持確定性
    (members only content)

11. 使你的客戶在銷售程序上往前進
    (members only content)

12. 如何處理意想不到的問題
    (members only content)

13. 因你的教育而產生的懷疑
    (members only content)

14. 使用按部就班的銷售程序
    (members only content)