Sales is rocket science.
And just as rocket science has its foundation in physical and mathematical laws and principles, sales too can be distilled into its basic fundamentals.
While branded selling systems and approaches serve several purposes (helping differentiate sales books and training material to sell them better or articulating ideas to make them easier to learn or implement), the simple fundamentals underlying all of them remain relatively unchanged.
Here’s the bottom line for your records … fluff removed.
Depending on what you sell, parts of the process may not be needed and some parts might need repeating.
The Sales Process
Assuming you’ve identified the features and benefits of your product/ service … and you’ve identified and defined your target market … the sales process begins…
Throughout the sales process, the salesperson should be continually…
Qualifying the opportunity (for both parties)
Discovering needs and wants (what’s in it for them)
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