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Home | Business | Sales Training

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The Sales Process Myth

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.

You might have come across these silly steps before:

1. finding your lead

2. making sure that lead is qualified (has a phD or two!)

3. identify their needs

4. proposal

5. close the sale

6. give the goods or carry out the service

and I would urge you to forget about them because they don't address the customer! They address the process in a text book (and we don't sell to text books). I might also add that the reason this process has spread so much is because too many sales trainers don't ever sell a thing

Let me phrase it another way: if salesperson A gets 100 happy customers but doesn't follow a rigid 'sales process' and salesperson B gets 5 happy customers by using a rigid 'sales process' then who's a better salesperson?! Obviously salesperson A and funnily enough in all the sales trainings that I've done, I've never been contracted to teach the team how to stick to the 'sales process' but rather: 'increase the bottom line'.

Supposedly there is an advantage to following the 6 steps above and its: ' achieving a standard with customer interaction in sales'.

It's important to use standards diligently so that they don't cap progress. Take the example of an A+ student: can he/she get a higher grade?

But they can get lower, right?

Do you want to cap your 'bottom line'? If not, if like me you think that the more money the merrier then be careful with standards.

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!

Article Source: http://www.gcyarticles.com

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