The Art Of Selling: The A-B Sales Approach
Creating a sense of urgency and conditioning for the sale is vital early in the conversation. We can employ the A — B Method to consistently and effectively move the client from prospect -> interested -> committed.
The A—B Method is a sales technique that requires the seller to collect three essential pieces of information to quickly uncover pain points that we can later use to secure the deal.
The 3 critical Information you need is
1. Where is the business now?
2. Where do you want it to go?
3. What is stopping you from getting to where you want to be?
You find this out by asking these questions:
Where is the business now? (Point A, Current State)
Where would you like to be in 12 months? Or… Where SHOULD you be? (Point B, Ideal State)
What is the primary roadblock between Point A and Point B? (Biggest challenge)
\What are 2-3 things missing to get to [Desire result]?
What do you need most so you’re able to get to {outcome}?
This method of sales is effective because though it is a sale process it doesn’t seem like a sale but a in-depth conversation about then which people love to do (talk about themselves and what they are doing).
From this it’s just to show how you can be the bridge between point a to point b and close the deal 🤝🚀
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