Simplifying the Science of Sales

Over the last few weeks I have been intensely busy completing the sales book I have mentioned.


Whether you are super experienced or terrified of sales, the Kennedy Ross Sales book, will give you real life examples of the worst and the best behaviours to exhibit whilst selling to your customers. You will be shown specifically how to handle each step of our sales process in an easy and straightforward way. Most of all you will truly understand and gain the insight as to why these behaviours in our sales process work every time.


We’ve designed the front cover and the name of the book which is Sellology ‘Simplifying the Science of Sales’.


We are now completing the final edit before we self publish and launch it to the business community, hopefully towards the end of May.


The Kennedy Ross sales process is called P.R.O.C.E.S., which stands for Planning, Reaching, Obtaining, Connecting, Elaborating and Successful Next Steps.


In the early part of the book we also discuss the other two key elements critical in selling, and they are the physiology of sales in other words the process of effective communication and the psychology of sales in chapter aptly named “Why are some people so horrible when I’m trying to sell something”?


Let’s just make one thing clear here, I’m no scientist, however I recognised some time ago that the reason why selling is so difficult is because there is no ‘one size fits all process’.


Below is the introduction to the Business Style Awareness chapter, also know as the “Why are some people so horrible when I’m trying to sell something”? chapter.



Psychology of Sales


“If people like you they’ll listen to you and if they trust you they’ll do business with you”                                                                                                              Zig Zigler



“Why are some people so horrible when I’m trying to sell something”?


Is a question we are most often asked by our clients, in this day and age people only buy from people they like or get on with. So if you want to sell as much as possible you need to get on with everyone you’re selling to.


According to Forbes magazine, people will make a decision as to whether they like you or not within the first seven seconds of meeting you. The moment that person sees you his or her brain makes thousands of computations. Are you a person I can work with and potentially trust? Are you competent? Are you likeable? Confident? Do we share any common ground?


 And these computations are made at lightning speed – making major decisions about one another within the first seven seconds of meeting each other.


The problem is if you get off on the wrong foot it makes it more difficult to get what you want out of the meeting or conversation.


Business Style Awareness equips us with the tools to be able ensure the first seven seconds will be a success. It runs through the whole of this book and underpins our sales P.R.O.C.E.S.


“I am able to control only that which I am aware of. That which I am unaware of controls me. Awareness empowers me”. John Whitmore


 As Business Style Awareness is another key component of our sales process, we would like to share with you our Style Awareness profiling tool, which will help you understand;


  1. 1.      Your selling style
  2. 2.      Your nemesis style to sell to, i.e. the style of person you are least likely to get on with and be offended by whilst selling.
  3. 3.      The changes in your actions and behaviour you will need to adopt to ensure you get the most out of selling to every style


That’s all for now, I look forwards to updating you on our progress in my next blog in May.


If you want to learn more on the subject, please contact Alistaire Jama. To read more of Alistaire’s blogs, click here.