D.E.L.T.A. Selling Process

Today I want to share with you the story of Jerry Acuff and the car buying experience that he shares in his book Stop Acting Like a Seller and Start Thinking Like a Buyer: Improve Sales Effectiveness by Helping Customers Buy, on pages 18-20. Jerry was considering buying a BMW, same brand of vehicle I own.   Jerry recounts walking into the BMW dealership and not being accosted by salespeople. Instead, he was able to walk about and check out the different vehicles. After a while, a salesperson approaches him and asks a series of questions. The questions lead Jerry and the salesperson to the ultimate conclusion that BMW is not the right fit for him, but the way in which it was done is supremely important.   In today’s episode, I walk you through the steps of the D.E.L.T.A. sales process, why it is much more effective now than other sales tactics, and why connecting is better than closing. We also discuss the certainties which have to be true before a sale can be made. Sales is not about making the close, it’s about making the connection that leads to several closes.   Are you ready to take your business to the next level and become a highly skilled ethical influencer? Then listen to this episode and learn how to make sales through connections and honest communication.   In This Episode: [03:37] - Alex reveals the three key insights for today’s episode. [04:52] - Alex shares a story about Jerry Acuff, one of the authors of Stop Acting Like a Seller and Start Thinking Like a Buyer. [06:43] - While looking at a BMW, Jerry is taken through a series of questions very similar to the Socratic Method of questioning. [08:20] - When asked a question, consider asking another question rather than making a statement. [10:13] - Alex talks about transparent honesty and how this salesperson sold with seeding through storytelling. [11:07] - There is significant power in telling a potential buyer that the product is not for them. Alex solidifies this with a story about his own products and sales process. [13:14] - Alex introduces the D.E.L.T.A. process and reveals that “D” stands for develop. [14:11] - The “E” stands for engage; engage in meaningful dialogue. [15:35] - “L” learn the prospects chief complaint. Alex admits this isn’t in the book, but he feels this is an important step in sales. [16:56] - “T” tell objection obliterating stories, the keys that unlock the doors to the barriers. [18:03] - “A” ask appropriate commitments that advance the sale - don’t go straight for the close. [19:21] - Alex shares the reason he feels the D.E.L.T.A. sales process is much more effective than prior sales practices. [20:22] - “ABC” does not stand for “always be closing” instead it stands for “always be connecting.” This is a relational process, not a transactional one. [22:08] - Alex shares this week’s Alexism. [22:28] - There are three different certainties that you need a 9 or 10 to make the sale. You cannot leapfrog or skip any steps in the process of intimacy. [23:13] - The first level of certainty has to do with the product you are selling. [24:00] - There must be a high level of certainty about the salesperson, you. [24:33] - The third level is the potential of delight they buyer has when buying the product. [25:24] - Alex recaps the three insights from today’s episode about Jerry Acuff, his D.E.L.T.A. sales process, and why ABC should be about connecting rather than closing. [27:14] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [28:31] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources: Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Stop Acting Like a Seller and Start Thinking Like a Buyer: Improve Sales Effectiveness by Helping Customers Buy by Jerry Acuff and Wally Wood Amazon.com Socrates The Socratic Method How to Win Friends and Influence People by Dale Carnegie Success Resources Harv Eker