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.

source: http://feeds.inc.com/~r/home/updates/~3/xYYHQ50rpas/story01.htm

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