14 CREATING AN EFFECTIVE SALES PROCESS
PROCESS-DRIVEN SALES
I sincerely believe that most small business owners, salespeople, and other professionals pretty much wing it when it comes to selling. They don’t use a consistent, proven process to convert their prospects into clients. They have a few key questions they like to ask and a few key points they like to make, but very few think in terms of putting their prospects through a process.
As I keep saying, by working through referrals, every part of your sales process becomes easier to accomplish and more effective in producing results. Having a process will increase your confidence and make you more referable at the same time.
This chapter will give you the elements of a great sales process. ...
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