Methodologies

The process of selling involves 4 key fundamentals; Relating, Discovery, Advocating, & Support. I).

I). Relating is simply connecting to the prospect in a way that facilitates good communication and opens the door for good discovery.

re·late–verb (used with object)

1. to tell; give an account of (an event, circumstance, etc.).

2. to bring into or establish association, connection, or relation: to relate events to probable causes.

–verb (used without object)

3. to have reference (often fol. by to).

4. to have some relation (often fol. by to).

5. to establish a social or sympathetic relationship with a person or thing: two sisters unable to relate to each other.

II). Discovery is the single most important and mis understood part of the selling process. It allows for robust solutions to be presented and embraced during complex sales cycles.

dis·cov·er·y -noun,plural-er·ies.

1. the act or an instance of discovering.

2. something discovered.

3. Law. compulsory disclosure, as of facts or documents.

4. (initial capital letter, italics) U.S. Aerospace. the third space shuttle to orbit and return to earth.

III). Advocating: Aligning your product or service’s features to the client’s benefit once his need is fully understood.

1. to speak or write in favor of; support or urge by argument; recommend publicly: He advocated higher salaries for teachers.

–noun

2. a person who speaks or writes in support or defense of a person, cause, etc. (usually fol. by of): an advocate of peace.

3. a person who pleads for or in behalf of another; intercessor.

4. a person who pleads the cause of another in a court of law.

IV). Support: The act of following up and verifying your product or service is working as desired. If not, fixing it!

sup·port –verb (used with object)

1. to bear or hold up (a load, mass, structure, part, etc.); serve as a foundation for.

2. to sustain or withstand (weight, pressure, strain, etc.) without giving way; serve as a prop for.

3. to undergo or endure, esp. with patience or submission; tolerate.

4. to sustain (a person, the mind, spirits, courage, etc.) under trial or affliction: They supported him throughout his ordeal.

5. to maintain (a person, family, establishment, institution, etc.) by supplying with things necessary to existence; provide for: to support a family.

6. to uphold (a person, cause, policy, etc.) by aid, countenance, one’s vote, etc.; back; second.

7. to maintain or advocate (a theory, principle, etc.).

Methodologies

dis·cov·er·y -noun,plural-er·ies.

ad·vo·cate -verb (used with object)

sup·port –verb (used with object)

Sales Representation

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