There are three parts to a winning sales force and they all start with the letter A. Attitude, activity and acumen. In this video, we discuss the third of the three A’s: Acumen. That includes the Rule of Threes.
Acumen is all about educating the sales team in the best practices of selling.
One of the main things we do when developing acumen is we teach sales professionals the Rule of Threes. The Rule of Threes is based on the premise that selling is about building a relationship in a series of successive conversations.
Sales success is all about earning the right to the next conversation.
The Rule of Threes works because people rarely buy on a first conversation. By aiming to earn the next conversation rather than forcing the sale, your team builds trust and makes the whole process feel better for the buyer. If you missed the earlier videos in this series, have a read of part one on attitude. For a general overview of the wider subject, there is a helpful page on sales management. Put the three As together and you have a sales system that works.
