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So many sales trainings focus on the sales process and they shouldn't! The important thing is that when someone buys something, you can guarantee that they've been through a 'buying process'. So the question isn't 'what is a sales process?' Rather it should be 'how do I know what will make this customer buy?' This isn't about text book definitions! It's customer centric. It can't be described in a few steps, but it can be described with a set of principles and a foundation of skill. In 'not so effective' sales training's, you might have come across these steps before: 1. finding your lead 2. qualified prospect 3. find out their needs 4. do your pitch 5. close the sale 6. deal transaction ... 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! Supposedly there is an advantage to following the 6 steps above and its: ' achieving a standard with customer interaction in sales'. However, standards also cap progress. Can a student get higher than an A+? But there's tons of choice when it comes to achieving lower grades. If, like me, you think that the more money the better then you wouldn't want to cap that by using a standard sales process, would you? To recap: if you notice the customer's verbal and non verbal body cues you'll know what to say and what to do that will make them buy. Quite simply, THAT'S the sales process!
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