The Lie About The Sales Process

There are many definitions for a sales process and who cares!

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

So forget about the sales process and start to notice the customer's buying process so that you can pitch what they need to hear.

This isn't about text book definitions! It's customer centric. It can't be described in a few steps, but it can be described with a set of principles and a foundation of skill.

In 'not so effective' sales training's, you might have come across these steps before:

1. acquiring the sales lead

2. qualifying the lead

3. identify their needs

4. proposal

5. the close

6. deal transaction

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

Let me phrase it another way: if salesperson A gets 100 happy customers but doesn't follow a rigid 'sales process' and salesperson B gets 5 happy customers by using a rigid 'sales process' then who's a better salesperson?! Obviously salesperson A and funnily enough in all the sales trainings that I've done, I've never been contracted to teach the team how to stick to the 'sales process' but rather: 'increase the bottom line'.

There's supposedly an advantage to following a sales process with the 6 steps above and it's: 'achieving standardized customer interaction in sales'.

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.

Enough of the diversion, lets recap: the sales process needs to be about noticing verbal and non verbal cues that allow us to pitch our product or service in just the right way for the customer to buy.

Article Source: http://www.phalenes.org/articles

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