How did you make your last sale? Can you specifically identify every action and step, the flow to your conversations, and what worked well? With a lot of thought you probably can track how you did what you did—from opening the conversation to closing and getting the “buy” decision.

This is because you are consciously or unconsciously using a system for your sales conversations. You already have established a routine and comfortable way of conducting yourself and your sales calls. Your routine has been adopted over the course of your career, and it’s most likely very comfortable for you. You may even work through your sales conversations without a lot of thought about how you’re doing it.

This routine is ...

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