The Lie About The Sales Process

By: Adam Mussa

There are many definitions for a sales process and who cares!

Customers run a mile from sales people that try to get the customer to fit into the 'sales process' because they don't feel comfortable with someone that isn't listening.

So just how do you notice a customer's buying strategy so that you can sell to them just the way they need to be sold to, in order for them to buy.

Notice that it's customer specific! It's not dependent on how nice it sounds or whether it will be accepted by a dictionary or not.

In 'not so effective' sales training's, you might have come across these steps before:

1. acquiring the sales lead

2. qualifying the lead

3. need identification

4. sell to them

5. the close

6. transacting the deal

... and I know they sound smart but following those steps doesn't necessarily lead to a sale.

Put differently: so many sales geniuses don't use the sales process because they haven't got time to think about it! Their too busy noticing what's going on with the customer in terms of their verbal and non verbal cues. And it goes without saying their close rate is at least 4 times as high!

People that teach the 6 step sales process above think that it's advantageous to standardize the selling process and customer interaction

But standards don't help when there are so many variables and no 2 people are the same, so how can it possibly be useful to use the same process on them? So sometimes standards end up capping progress. It's not really possible for a student to get higher than an A+, for example.

But there's tons of choice when it comes to achieving lower grades.

Isn't it true that in business: 'the more money, the better'? If you agree with that then make sure you don't cap your bottom line.

Enough of the diversion, lets recap: the sales process needs to be about noticing verbal and non verbal cues that allow us to pitch our product or service in just the right way for the customer to buy.

Niche Article Directory: http://www.thatsmyniche.com

If sales training is not done correctly, it not only results in a loss of investment, but also time and even repeat customers, so make sure you visit sales training, and sales training uk so that you can make an educated decision.
You can get a unique content version of this article.

Please Rate this Article

5 out of 54 out of 53 out of 52 out of 51 out of 5 

Not yet Rated