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. Eight Ways to Welcome Objections and Eliminate Their Power
   (members only content)

6. Is Price a Valid Objection to Buying?
   (members only content)

Our Webcasts on Communication

1. Is Price Really the Issue?
   (members only content)

2. Understanding the Competition and the Comparative Analysis
   (members only content)

3. Is Price a Valid Objection?
   (members only content)

4. How to Handle the Spouse or Partner
   (members only content)

5. The "I need to think about it" Objection
   (members only content)

6. Eight Ways to Eliminate Objections
   (members only content)

Our Videos on Communication

1. Establishing Agreement
   (members only content)

2. How to Stay Up to Date in Your Industry
   (members only content)

3. Handling Objections
   (members only content)

4. Being Certain About Your Own Product
   (members only content)

5. Improving Abilities As a Salesperson
   (members only content)

6. Welcoming Objections
   (members only content)

7. Effectively Managing Your Sales Productivity
   (members only content)

8. Knowing Your Company's Product or Service
   (members only content)

9. Confidence in Your Product or Service
   (members only content)

10. How to Maintain Certainty in your Sales Presentation
    (members only content)

11. Moving the Customer Through the Sales Process
    (members only content)

12. How to Handle Unexpected Questions
    (members only content)

13. Having Doubts Because of Your Education
    (members only content)

14. The Use of a Step by Step Sales Process
    (members only content)