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Sales Warrior Lesson 29: Your Sales ProcessIn looking at your sales process, good strategy teaches that you don't necessarily need the same process for every sale. The process you choose must connect your company with the organization you are selling to. It must also address the specifics of the situation that you are in. The only rule is that each step in your process must serve a purpose. It should clearly focus on your customer's need for and the value of your product. Methods have a way of taking on a life of their own. That cannot happen to the parts you control if you judge each step by your goals. Once you have determined the necessary steps to satisfying customers' needs, you must never try to skip a step to speed the process. If it is truly necessary, you will just have to go back to it later, out of sequence. If the step isn't always necessary, it is an optional part of the process, not part of the main sales process itself. Since situations differ, you can and should skip any optional steps that do not align with your mission.
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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
