Nov/090
The three most important words in selling
In my last post, I asked the question “what is the most important step in the sales process”.
I answered by stating that the NEXT step is the most important.
The key to success in selling is to know how to get from no conversation with someone (point “A”) to a closed deal with someone (point “B”). Using a well defined sales process allows you to get from Point A to Point B systematically.
If you have this well defined sales process, then the three most important words in selling are these:
“What happens next!”
If each next step is along this process, which includes areas to qualify, to assess needs, to propose solutions, etc., then moving through with the “what’s next” perspective is the best way to move forward.
If you don’t have a well developed sales process, well, then perhaps you should buy my book (available Feb 2010 on Amazon)!
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