Tweet

Sales Process is to Religion as Sales Methodology is to Prayer

Guest post by: Dave Kurlan

Article Overview: Like religion, a sales process requires some faith...

Sales Process is to Religion as Sales Methodology is to Prayer

Religion is one of the three things that should not be discussed on sales calls. Since this isn't a sales call I will cross that line today and while doing so, hopefully, not offend anyone.

Very few people know this about me but I am one of the rare people that have had more than one religion in life. Like most, I was born into one religion and unlike most, converted to a completely different religion when I was around 45 years old. Both religions are alternate paths to God but I also know several people who are atheists - they simply don't believe. In the end, the difference between believers and non believers comes down to faith. And belive it or not, that brings us to selling!

This October, oursales development firmcelebrates its 26th Anniversary and next month ourassessment companycelebrates its 21nd Anniversary. One of the things that I have always shared with salespeople is that once they are following a sales process and using a sales methodology, all they need is faith that when they open their mouth, the right words will always emerge. Yes, faith - in their ability.

As for sales processes, like religion, they are simply alternate paths to the sale. But unlike religion, most companies and salespeople do not have a formal, structured, customized, optimized sales process. Most - 91% - don't follow a sales process at all! It's seat of the pants selling. The statistics show that the belief in sales methodology is equally pathetic.

Most religions take you to the same place, but some have less structure, rules, rituals and traditions and are more or less relevant to 21st century life. Most sales processes take you to the same place, but similary, some can have more or less of those ingredients. Either way, the different sales processes give you something to believe in - to follow - faith - that if you do what you are supposed to do, a certain outcome awaits.

Sales methodology is the approach you use within your sales process in much the same way that prayer is the approach you take within your religion. Of course, there are also many non believers when it comes to methodology.

Whether you have or are a salesperson yourself, if you don't have BOTH an effective sales process that you follow - religiously - and a sales methodology that you practice - faithfully - you must - convert!

If you aren't familiar withBaseline Selling, you'll find that both the process and the methodology contained within are easy to relate to, memorable, intuitive and easily applicable. You can order the bookhereand download it to your Kindlehere.

Related Articles
  A SALES METHODOLOGY
  Experimenting with Prayer to lower Stress
  The Prayer of Change
  Wash, Rinse, Repeat
  Sales Manager = Sales Training Success
  LEADERS ARE REAPED IN THE SPIRITUAL QUOTIENT:
  Mastering the Problem of Everyday Living
  Goals & Plans
  Find New Customers Helps Businesses Keep SCORE to Improve Demand Generation
  Focused Prayer is a Power Tool
  Prayer, Faith and Action!
  Fix your sales lead problem with the SCORE Program from Find New Customers
  The Law of Attraction: Where Does Faith Fit In?
  Where does faith fit in?
  Prayers That Are Always Answered
  The Difference between Motivation and Commitment
  Why Follow a Sales Process?
  Research Supporting ROI Based Selling
  Top 25 Prerequisites for Successful Sales Training and Development
  The SCORE Program from Find New Customers fixes the sales lead problem once and for all

Article Tags: sales, sales management, sales process



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Hello From Marietta GA! - Hello All! My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!
taxes in canada - Well in Canada we only have a few provinces and the Sales tax is slightly different. Here in Ontario the Goods & Services tax has reduced to 5% from 7% in the last year due to the promises made by the government in place.
Re: Watch What you Read - I agree. i believe more video's should be like Jeffery Gitomers video's under his Sales rant. They are typically not more than 3 minutes. His model seems to be; 1. Main Message (or Point) 2. Example 3. Next steps to put it into Action take away the extra "blabber" and you've got viewers that will come back.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Coaching Tip: Identify Your Core Values

Anger Solutions at Work: Why Customers Get Angry

Life, Conflict and Work

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.