Ok, so I figure the first couple of these tells you enough about me and my thought process. I thought now I’d give you my opinion of an overview of the sales process to help get you started. I want to preface this by saying; I do totally understand that every sale is a bit different (even in the same industry the processes can differ slightly). My intention for this is to be very broad spectrum and give you a suggestion of the fundamentals, not to perfect every sales process. To give a more detailed opinion of a specific sales process and steps to be taken, there needs to be several items taken into consideration and most definitely a more in-depth analysis of the overall business in question.
So here goes:
Throughout my career I’ve had the honor, pleasure, and opportunity to teach, train, coach, and mentor many sales professionals. Some of which have gone on to great sales careers and some that didn’t stay in sales, all in my opinion are successful in one form or another. I always hope that I played a small part in their successes and could be there to positively guide them through their challenges. The thing that usually sticks in my mind is on occasion the term “Expert” gets thrown my way, which I quickly discount. I always get a bit squeamish around the term expert when talking about sales. Granted, there are quite a few sales professionals that are above the bar and some that are simply outstanding! My problem comes in one of the definitions of the term expert. According to the MERRIAM-WEBSTER DICTIONARY (www.merriam-webster.com) one definition of the term expert is defined as: “one with the special skill or knowledge representing mastery of a particular subject”.
I suppose the title says it all, right? This is my first attempt at writing a blog, really my first writing since school which was, let’s just say quite a while ago. My thinking is, this first piece should give some insight about me and why I’ve decided to do this...