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Changing the Sales Conversation: Connect, Collaborate, and Close by Linda Richardson

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 5Phasing: Controlling the Process

“The traditional sales process is a thing of the past.”

Asales process maps out the stages of a sale. Until recently it was the sales process, whether formal or random, that drove the sale. But today it is the client’s buying process that drives the sale. In the old days—just a few years ago—salespeople found clients, qualified opportunities, probed needs, and communicated customized product knowledge. Now clients at all levels use searches to find alternatives, self-educate, and narrow down the providers they choose to contact. Their buying habits have created an entirely new sales landscape. As a result salespeople face a new set of sales obstacles and opportunities.

This shift in control from seller to buyer ...

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