Chapter 7. Making it Work for You
The important point to remember is that in spite of those negative things I said about process-oriented approaches to selling, they work. So how can you make them work for you?
If you’re an individual salesperson, how can you incorporate the principles that underlie the process approach into your own activities to make those activities more consistent, more efficient, and more effective?
If you’re a sales manager, how can you make sure that your company’s investment in a particular sales methodology actually pays off? What parts of the process approach are most important to your team’s success? How can you reinforce those elements?
First, you need to establish your own process steps. It’s possible, if you’re a sales ...
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