Sell More Faster

Chapter 3Your Sales Process—The Road to Repeatability

Figure 3.1 Your Sales Process

Process is something that people associate with structure and bureaucracy—but I see it as a liberator and creativity enabler. Why is there such a difference in thought? One of the things that is interesting about process is that, in my opinion, it's meant to create the flywheel for repeatability so that you are free to work on important, high priority, and nonrepeatable “things.”

My third and fourth jobs were as a network administrator. I fell in love with UNIX and the concept of making a world of processes that just worked so that I could focus on the real problems that need a solution. My first business, Net Daemons Associates, was named in support of process. A daemon is a program (kind of) that runs in UNIX whose only purpose is to keep things working. My business partner lived by the philosophy that if you were going to do something more than once, you should write a program for it so that you could just push the button the next time.

Sales is an art and much of it is a formula. There is a beginning a middle and an end to every sale. If you are doing sales correctly, you are using strong brand and messaging which needs to be repeated and amplified so that every person that is being sold is getting the same message. The art is making sure that there is a strong core of process—how do you ...