Sales process

Sales process is not about how you sell but how the customer buys.

Every company needs a sales process, right? Well, sort of. The sales process inside most firms look something like this:

Engage customer.
Investigate needs.
Present a product.
Demonstrate the product.
Propose a purchase.
Negotiate terms.
Answer objections.
Close the deal.

There’s only one problem: this kind of sales process never works.

Here’s why. Customers don’t want you to sell anything to them. Customers have their own idea about how they want to buy something.



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