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)!


Authors note (AKA shameless plugs)

So, this 7-step sales process and associated topics…. Yup, I write about that a lot. I’ve been working with it since I developed it about 25 years ago – in my own diverse work experiences, with my teams when I had them, and with clients ever since.

If you would like to develop you own personalized and customized, highly effective and efficient B2B selling system, here are some further steps you can take:

The Salesman’s Guide to Dating is a free or very cheap (depending on Amazon) Kindle book that walks you through the sales process using the familiar analogy of dating. It’s a good, fun and quick way to get your mind around the whole process and how the pieces fit together.

Building Your Sales Process (BYSP) is a free and very thorough exploration of the same 7-step process that will walk you through the development of your own customized, personal B2B selling system. When you are done, you will know exactly what to do to get new business.

The Momentum Selling System® is an inexpensive but very robust online sales training course that is similar to BYSP, but goes deeper into the concepts behind each of the steps, and also helps you develop a plan not only for the 7-step process but also addresses mindset, repeat business and client base management.

If none of that sounds right, I do personal coaching and offer a free 30-minute intake session so that we can both learn if it makes sense to work together 1-on-1. If this sounds interesting, click over to the coaching page on this site and sign up for the free session.

Here’s to your success!