The Sales Process Myth

So many sales trainings focus on the sales process and they shouldn't!

Customers run a mile from sales people that try to get the customer to fit into the 'sales process' because they don't feel comfortable with someone that isn't listening.

So just how do you notice a customer's buying strategy so that you can sell to them just the way they need to be sold to, in order for them to buy.

This isn't about text book definitions! It's customer centric. It can't be described in a few steps, but it can be described with a set of principles and a foundation of skill.

In 'not so effective' sales training's, you might have come across these steps before:

1. acquiring the sales lead

2. qualified prospect

3. identify their needs

4. do your pitch

5. the close

6. transacting the deal

and I would urge you to forget about them because they don't address the customer! They address the process in a text book (and we don't sell to text books). I might also add that the reason this process has spread so much is because too many sales trainers don't ever sell a thing

To phrase it differently: if person A has a close rate of 60% but doesn't follow the rigid 'sales process' and person B has a close rate of 5% but does follow the 'sales process' then who's a better salesperson?! I've never been contracted to teach a team the 'sales process'; only to 'increase their bottom line'. And I do that by teaching them to focus on the buyer and not the text book process.

Supposedly there is an advantage to following the 6 steps above and its: ' achieving a standard with customer interaction in sales'.

However, standards also cap progress. Can a student get higher than an A+?

In other words, thanks to that standard, there's no higher than an A+, but there's definitely lower!

Isn't it true that in business: 'the more money, the better'? If you agree with that then make sure you don't cap your bottom line.

To recap: if you notice the customer's verbal and non verbal body cues you'll know what to say and what to do that will make them buy. Quite simply, THAT'S the sales process!

If sales training is done wrong, it not only ends in a waste of money, but also time and even loyal customers, so make sure you visit sales training, and sales training uk so that you can make an informed decision.
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