Are you a lawyer, consultant, C-level executive, architect, project manager, engineer, or freelancer? Regardless of your profession, you are likely responsible for maintaining clients and attracting new business. However, selling and persuading others may not come naturally to those without a sales background. Instead of trying to be a “salesperson,” consider using a framework that combines your unique personality with a deeper understanding of human behavior.

Believing the Myths

Non-traditional sellers often try to shoehorn themselves into being “salespeople,” and they believe many sales myths. Several years ago, one of our senior partners believed this myth too and engaged in sales training. It did not go well, and she discovered that shoehorning herself was not the best path.

There may be more myths, but these are the most common. Myths like you must be outgoing and charismatic, only focus on the pain, or that presenting a list of advantages to your service will convince your buyer that you are their only logical choice. Other myths about selling focus on the “right” question, or that you must get a decision before you leave the meeting, or even that the sales process ends when the contract is signed. Finally, one of the most annoying myths is that “it worked for me so it will work for you.” These myths get in the way of what you do best. Many non-traditional sellers know what their clients care about and want due to their experience throughout their careers. They do not know that they can trust their knowledge, experience, and personal style while using a designed conversation model.

The Gift of Conversation

Convincing others to embrace your ideas, products, or services can be challenging. Non-traditional sales managers work hard to equip their teams with the practical skills they need to succeed, but standard sales techniques may not always be the right fit. This is where the Advanced Sales Conversation Model^© (ASC) comes in. The ASC was designed to facilitate conversations emphasizing give and take, sharing ideas and opinions, and building trust. All of this with a more thorough understanding of human behavior and common conversational tools without gimmicks or pressure tactics.

The Advanced Sales Conversation Model^©

The Advanced Sales Conversation Model^©, an all-encompassing sales conversation model based on behavioral research and neuroscience, includes twelve distinctive components. Each component explicitly addresses aspects of the sales conversation. The ASC Model incorporates:

• decision-making science,
• ethical persuasive techniques,
• human communication science,
• various models for behavior change, motivation, negotiation, and argumentation.

Additionally, it includes a trust-building model and process, sales opportunity analysis models, and the art and science of listening. This highly effective sales conversation model helps non-traditional sellers confidently manage a broad range of complex sales scenarios.

10 Ways the ASC Model Supports Non-Traditional Sellers

1. Making Sense of Decision-Making

It is essential to understand how people make decisions to persuade someone ethically. The science of decision-making in the ASC Model helps you tailor your sales approach to match your prospect’s cognitive journey.

2. Practicing Ethical Persuasion

Being responsible and ethical means focusing on building value as defined by your buyer, using emotional intelligence (self-management), and co-creating solutions that will help them. Using this approach, you will build better relationships and become known as a trusted advisor.

3. Unlocking Motivations

Knowing what motivates your buyer is helpful. The Primary Motivators in the ASC Model can help you figure out what drives them. Once you know their motivations, you can adjust your approach to be more effective and yet still ethical in persuasion.

4. Communicating & Listening Effectively

When it comes to persuasion, we often need to remember how important it is to listen. The ASC model teaches us that listening is an art and a science. By taking the time to understand someone’s point of view, we can address their concerns more effectively and build a durable foundation of trust.

5. Uncovering Hidden Insights

It is vital to understand and articulate your potential clients’ hidden needs, preferences, and concerns. Combining your expert knowledge with conversational tools will support your position as an advisor who understands their world, perspective, and how your solution supports their goals.

6. Prompting Behavior Change

If you want to convince someone to try out your ideas, products, or services, it is important to focus on changing their behavior. The ASC Model has some great methods for guiding this so your client feels confident in managing change.

7. Evaluating Sales Opportunities

To sell like a pro, you must know which opportunities are worth your time and attention. The ASC includes sales opportunity analysis capabilities to help you figure this out. With this capability, you can quickly prioritize potential opportunities and focus on where they will pay off without alienating buyers who are not a good fit or ready to engage your services.

8. Negotiating Skillfully

Ethical persuasion is key when it comes to negotiation. Recent research points out that a win-win result makes for more solid outcomes. The ASC Model’s Science of Negotiation provides you with effective tactics to achieve favorable terms while maintaining ethical standards. This will help strengthen your persuasive arguments.

9. Crafting Convincing Arguments

Selling complex or abstract ideas can be challenging for non-traditional sellers. The ASC Model’s science of argumentation component guides constructing ethically persuasive arguments and enables you to effectively “sell” your ideas.

10. Building Trust

Building trust is essential when it comes to ethical sales practices. The ASC Model provides valuable techniques to foster trust and gives your ethical sales endeavors a solid base of believability and authenticity.

The Advanced Sales Conversation Model^© Builds Long-term Relationships Every Day

Utilizing this model revolutionizes your sales conversations by enhancing your understanding of human behavior while using your natural style. This level of expertise and authenticity increases your persuasiveness and fosters the successful adoption of your ideas, products, or services. Remember, sales are not just about transactions. It is also about building meaningful connections, providing value, and making a positive impact.

Let Go of the Myths and Create Your Own Sales Success

If you aim to be a more ethical and persuasive seller outside of traditional methods, the first step is to adopt proven strategies. This involves comprehending the science behind decision-making, ethical persuasion, and trust-building. The second step is to give yourself permission to apply the framework to your style. The Advanced Sales Conversation Model^© provides research-based comprehension and a framework that fits your authentic style.

When you think about sales effectiveness at your organization, does it seem like you are close but just missing those unique elements that give you that competitive edge? Looking for a way to understand how your buyer thinks, decides, and reveals information? At The Nova Consulting Group, we believe that professional selling is a craft. With the Advanced Sales Conversation©, you have those missing elements that move your salespeople from competency to mastery. With our deep understanding of what makes and sustains high-performance organizations, we provide integrated solutions that do not replace your sales methodology and yet advance a progressive selling mindset. Be bolder, more insightful, and get results. To learn more about how to master the craft of sales and encourage sustainable high performance, call  (617) 933-7249 or email info@novaconsultinggrp.com.

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