The Innovative Seller

8Mapping Your Sales Experience—the Early Stages

RECALL THAT THE third C is the customized sales journey and that involves mapping the customer journey for an ideal experience, getting high-intent people (vetted customers) through the process faster and creating a custom mapped sales experience.

This chapter and the next two cover the process of creating a custom mapped sales experience. In fact, over the course of the next three chapters, I am going to get very tactical on how you can handle each step of the sales process and all of the nuances that happen throughout the customer journey. This chapter breaks down the foundations of a world-class sales process. Some people might call it the Innovative Seller Methodology, but at the end of the day a methodology means very little if it doesn't incorporate all the elements of being an Innovative Seller. Think about this chapter and the next two as the railroad tracks that show you all the stops and key milestones of this customer-centric sales process.

Good Sales Follows a Process, but Not a Rigid One

Many people believe that sales is a dark art that just happens because people are charismatic or can build relationships. Some think because people are social or like to talk that they can be good at sales, but the reality is that sales is much more of a process than people realize. Without a process, you can't provide an ideal sales experience because there will be wild variability from salesperson to salesperson.

I learned the ...