Why Follow a Sales Process?
Regardless of how many years you have been a sales professional, it is important to utilize a sales process.
A sales process is designed to assist the sales professional in a number of different ways:
- 1) It can keep the sales professional focused on the specific information they are looking to uncover during the sales call.
- 2) It will keep the potential buyer answering the questions provided by the sales professional - without straying from the focus of the meeting.
- 3) It will assist the sales professional in uncovering specific issues that eventually will be addressed with solutions.
- 4) It will remind the sales professional of the next steps that need to be taken at the end of the sales call.