Salespeople, Not Customers, Stop Sales: The TPS Approach to Driving Success

At The Process Server (TPS), we understand one critical truth: every sale succeeds or fails because of the salesperson.

Customers don’t stop buying—they stop seeing the value.

It’s our responsibility to showcase that value with conviction, persistence, and precision.

Why Salespeople Stop Sales

The Common Pitfalls of Salespeople

Lack of Conviction

• Why It Happens:
  Salespeople fail when they don’t fully believe in their product, service, or themselves.
• TPS Insight:
  Our team is completely sold on our precision and reliability, enabling us to confidently sell value to clients.
• Example:
  “We don’t just serve documents; we deliver peace of mind with unmatched accuracy and timeliness.”

Inability to Handle Objections

• Why It Happens:
  Salespeople often see objections as barriers rather than opportunities.
• TPS Insight:
  We educate clients, turning objections into trust-building moments.
• Example:
  “Let me explain how our services save you time and reduce risks compared to cheaper alternatives.”

Poor Communication

• Why It Happens:
  Failing to clearly articulate value prevents clients from understanding the benefits.
• TPS Insight:
  We focus on explaining how our expertise solves client-specific challenges.
• Example:
  “With TPS, you’ll never have to worry about delays—we guarantee real-time updates and accuracy.”

Lack of Persistence

• Why It Happens:
  Assuming disinterest after one interaction limits opportunities.
• TPS Insight:
  We follow up consistently, demonstrating our dedication and professionalism.
• Example:
  Regular follow-ups turned a hesitant prospect into a loyal TPS partner.

How to Ensure Sales Don’t Stop

The TPS Playbook for Sales Success

Be Fully Sold on Your Service

• What to Do:
  Believe in your product so deeply that others can’t help but see its value.
• TPS Example:
  “We handle everything in-house, guaranteeing unmatched precision and reliability.”

Anticipate and Address Objections

• What to Do:
  Reframe objections as opportunities to showcase value.
• TPS Example:
  “Our upfront cost might be higher, but it ensures no delays or costly errors later.”

Communicate Benefits Clearly

• What to Do:
  Speak to the client’s priorities and show how your service meets them.
• TPS Example:
  “You need speed? Our same-day service ensures deadlines are never missed.”

Stay Persistent and Proactive

• What to Do:
  Consistent follow-ups and added value keep the conversation alive.
• TPS Example:
  Sharing case studies or testimonials after initial contact reinforces trust.

Sales Success Story: The TPS Approach

How We Turned Hesitation into Loyalty

Scenario:
A potential client was hesitant to switch from their current provider due to cost and convenience.

TPS Approach:

1. Listen:
   Understand their concerns about transitioning providers.
2. Address Objections:
   “Switching might seem inconvenient, but our team handles everything, making it seamless for you.”
3. Highlight Value:
   “Our real-time tracking and accuracy mean fewer delays and better outcomes for your cases.”
4. Follow Up:
   Share resources and stay in touch, ensuring the client sees the long-term benefits.

Result:
The client switched to TPS, recognizing the superior value and service we provide, and became a loyal advocate.

Why Salespeople Hold the Key

The Difference Between Stopping and Driving Sales

It’s About Conviction

If you’re not sold on your product, clients won’t be either.

It’s About Effort

Sales require persistence, preparation, and adaptability.

It’s About Value

Show clients the value you bring, and price becomes secondary.