The Importance of Having and Following a Sales Process
By John ChapinSales isn’t rocket science. We’re not putting a man on the moon. Hundreds of millions of salespeople have gone before you and they’ve left clues on how to sell successfully. The key is to put those clues into a system that works, something you can follow again and again with predictable results. This system is a sales process.
Without a process, you leave everything to chance and you can’t identify what you’re doing wrong because you do it differently every time. There’s no consistency, there’s no benchmark, there’s nothing to compare to. If something goes wrong, you can’t look at … Read the rest