Why Sales Process?

Is selling an art or a science?  Answer: both.  Eagle sellers, who are natural born sales people, put a lot of art into selling - they just sell and it happens.  But most of us do not have that luxury.  Most sellers, myself included, need the science of selling in order to be successful.  The science part of selling is understanding the customer’s buying process and aligning your sales activities accordingly. 

The sales process gives you a game plan to start a sale and follow it through to the close.  There are various components to it, but the most important thing to remember is to stay in alignment with the customer.  In today’s selling environment, we we want to be buying facilitators to make it easier for our customers buy from us.