Chapter 3 The Sales Process

At this point it will be helpful to understand the sales process itself. This will help to keep the chapters that follow in context and give you an appreciation for the task ahead.

The sales process usually seems a bit mystical when small business owners first encounter it. You may be familiar with some of the steps, but tying everything together and making it work can be difficult. Some of the steps seem tedious and appear to have been put there as hurdles just intended to slow things down. The process is usually loaded in favor of the buyer. If you take the time to become familiar with the process, we make some basic assumptions about your sales approach we will attempt to reverse that and make the sales process ...

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