The Lie About The Sales Process

Misunderstandings about the sales process are the main reason why people just don't sell as much as they can.

Rather than focusing on the 'sales process', sales people need to be taught how to notice the customer's 'buying process'.

So the question isn't 'what is a sales process?' Rather it should be 'how do I know what will make this customer buy?'

The customer, the customer, the customer! That's what selling is all about and every customer is different.

The following steps are usually taught by lazy incompetent trainers in their sales training:

1. sales lead

2. qualified prospect

3. identify their needs

4. do your pitch

5. close the sale

6. give the goods or carry out the service

and I would urge you to forget about them because they don't address the customer! They address the process in a text book (and we don't sell to text books). I might also add that the reason this process has spread so much is because too many sales trainers don't ever sell a thing

To phrase it differently: if person A has a close rate of 60% but doesn't follow the rigid 'sales process' and person B has a close rate of 5% but does follow the 'sales process' then who's a better salesperson?! I've never been contracted to teach a team the 'sales process'; only to 'increase their bottom line'. And I do that by teaching them to focus on the buyer and not the text book process.

People that teach the 6 step sales process above think that it's advantageous to standardize the selling process and customer interaction

However, standards also cap progress. Can a student get higher than an A+?

But they can get lower, right?

Isn't it true that in business: 'the more money, the better'? If you agree with that then make sure you don't cap your bottom line.

To recap: if you notice the customer's verbal and non verbal body cues you'll know what to say and what to do that will make them buy. Quite simply, THAT'S the sales process!

Article Source: http://www.content.onlypunjab.com

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