The sales process

- My first sales manager…used to say to me that the actual time selling…to a customer is often less than 15% of the overall time…to secure the business.…When I first heard that, I was a bit skeptical,…but quickly came to understand how true it is.…The vast majority of your effort…goes into all of the other steps of the sales process.…It's important never to lose sight…that the time you spend presenting to your buyer,…handling their objections, answering questions,…and then closing a deal is a lot shorter…than you would ever expect.…

Think about this.…Your close, if done correctly, is less than a minute long.…That minute will be really difficult,…and very often unsuccessful,…if you don't have all of the other steps…properly in place.…This is why I stress the importance…of having a well designed and strategically aligned…sales process that you follow.…I feel that all sales processes should begin…with a basic seven to 10 step framework…that most trainers use.…At some point, you may want to learn…other methodologies like Challenger, Sandler,…