The Truth, Whole Truth and Nothing But the Truth

Our business of professional sales coaching and training has brought us in front of a myriad of clients of all different industries, company sizes and experience levels. Yet, one thing we consistently see as a need among our clients is refinement in the area of communication. Before working with our techniques and training tools, many of our client companies would not have the proper communication guidelines to follow in leading a sales conversation in the direction – and at the pace – that is most effective for the customer to arrive at a purchase decision. We’ve seen a huge gap in communication! It doesn’t have to be that way. As I like to say, “Improve your communication skills improve your results.  A sale is that simple of a game.” One of the best ways to get those results is by working through an exercise that we call the Undeniable Truth Tree. Let me explain.

The Undeniable Truth Tree is a part of what we call Green Zone communication. It’s critical that in the process of company communication, sales representatives guide their conversation with the client/customer in a direction that adequately addresses all problems and objections that the client might have. Using Undeniable Truth Statements and Undeniable Truth Questions, your sales team should be engaging your prospective clients in conversation that makes it difficult for them to say “no” and opens up the conversation.

Without engaging the client in these questions, your sales team may have never gained an appropriate understanding of why the client might be hesitant to say “yes” to your product or service. Your chances of making the sale improve dramatically by exploring the undeniable truth tree with the prospect, simply because you are unearthing hidden problems that they are otherwise likely to be sorting through in their own head without inviting you in on that conversation.

Think about the questions you could be asking and statements that you could be making that would engage your prospects in an active conversation about the objections they may have against your product or service. Your mission is to ensure that you effectively communicate how your company will fulfill their goals and needs at a level that meets or exceeds the price that they will be paying to you. By going through the Undeniable Truth Problems and Questioning with your prospects, they will be open to discussing how you and your products can help them with their problems.  Of course if there is a fit! That, my friends, is a win-win!