STEP FIVE
Leverage the Sales Process
OVERVIEW
- Prospecting
- Approaching and qualifying
- Presenting and discovering
- Committing
- Following up
The sales process is one of many processes that play an important role in your toolkit. All professional salespeople should follow a sales process they have internalized and call their own. Why? Because most sales professionals recognize the sales process exists, but they have tailored it to meet their own personal needs. They don't just accept a taught sales process at face value. They build their own personal selling system by taking a piece of knowledge from a sales training class, another piece of knowledge from a book, and another piece of knowledge from a colleague. The importance of this process is ...
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