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Seth Godin Reinforces the Proper Sales Process

Written by: Dave Kurlan

Article Overview: When I help companies with their sales process it always leads to: * shorter sales cycles as a result of the process itself * higher average sales as a result of the value added to the process * higher margins due to selling at their price instead of selling on price * selling last instead of selling first.

Seth Godin Reinforces the Proper Sales Process

Seth Godin posted this article last week. Read it it's very short and a very good story.

He finished with, "Too often, we close the sale before we even open it. Interact first, sell second"

When I help companies with their sales process it always leads to:

* shorter sales cycles as a result of the process itself
* higher average sales as a result of the value added to the process
* higher margins due to selling at their price instead of selling on price
* selling last instead of selling first.

It's the last point I want to talk about. I use the Baseline Selling process with clients because (I wrote the book) it's the simplest, easiest to implement and apply, most memorable and salespeople take to it the quickest. There hasn't been a company to date where, once the salespeople reach 1st base (face to face or 1st phone meeting) that they aren't skipping over to third base and immediately running home (presenting the value proposition, the company story, a solution, etc.) They skip all of the real estate between 1st and 3rd base where all the actual selling takes place!

You tell them Seth!

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Article Tags: baseline, blog, face to face, margins, real estate, running home, sales cycles, salespeople, seth godin, shorter sales, value proposition



Related Forum Posts
Re: Hello From Marietta GA! - Hi Tim, Welcome to the forum! I see you are into martial arts and a Seth Godin fan. My favourite Seth book is "Permission Marketing". Which martial arts do you practise? David
Re: Who to profile next? - I'm a big fan of Seth Godin so I'd love to see you do a profile of him.
Re: Two Useful Books To Help You Focus On The CLIENT - Seth Godin is my man anyday. I became his reader when I read IdeaVirus by him. Is he the owner of Squidoo?
Re: Seth Godin: Star Fish v Long Tail - Hi David, Thanks for sharing; anything by Seth Godin is usually worth a read because I enjoy his perspective on life in general and Internet Marketing in particular, regards, Mal.
Re: Who hates cold calling? - You used the word 'confidence', which in my opinion is paramount when giving presentations. All the great presenters ooze confidence: Steve Jobs, Guy Kawasaki, Seth Godin (to name but a few)


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