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10 Steps to Successful Sales by Brian Lambert

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SECTION TWO

OVERVIEW

How to Be Efficient

Professionallyapproaching the buying and selling proces helps you focus on a key aspect of your day: sales efficiency. Sales efficiency is defined as competency in performance. Simply put, it is about getting things done and can be improved by meeting the buyer right where they are at, following a standard sales process, and creating your own personal sales system.

Sales efficiency is gained by understanding how to approach the sales profession. It's not about what you know and it's not just how you go about it—it's about finding success within the sales process. This comes from

  • Step 4: Understand the Buying Process
  • Step 5: Leverage the Sales Process
  • Step 6: Create Your Personal Sales System

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