What good is having a sales process if you don’t use it? Not using your sales process is just as bad as not having a sales process at all.
How can we expect to be successful as sales professionals if we don’t have a process we follow and believe in?
Could you imagine getting on a plane and the pilot saying he or she does not have a plan to fly the plane? How about going into surgery and the last words you hear is the surgeon saying they’ve never done this before?
There’s no way you’d get on that plane or allow that surgery, yet that’s what our prospects are subjected to when we don’t have a sales process.
The last several years I’ve been doing a lot of work in this area of helping salespeople build a process that works. The key is first knowing the outcome or benefit derived from what