The Giants of Sales: What Dale Carnegie, John Patterson, Elmer Wheeler, and Joe Girard Can Teach You About Real Sales Success

Chapter 6. The Pros and Cons of Sales as a Process

Process-oriented sales approaches have obviously become pervasive in our society. Companies large and small have invested millions of dollars in training their salespeople in one of the various process-oriented approaches. For companies that are selling a high-tech product or service, for start-ups that are trying to move past the early adopters into the mainstream, and for firms that must involve an entire team in the selling process, the process-based approaches work very well.

We have already mentioned many of their strengths, and there are a lot of them. The most important one is that they work. They produce a lot of closed business. Salespeople who use these methods tend to win more than people ...