National Sales Center

What Happened To The Sales Process?

The Sales Process is a systematic communications method of persuasion used to sell a product or service. There you have it, my definition of the Sales Process. On the surface, this may not appear to be a very bold move. However, when you look at all the confusing nonsense written about the Sales Process, you’ll appreciate why I consider this a very bold statement.

Steps In The Sales Process

Go ahead and search for the term “Sales Process”. You’ll find a five step sales process, a six step sales process and even a twelve step Sales Process. Can they all be correct? My concern is that the term “Sales Process” has been contaminated to the point of rendering it useless to anyone seeking to understand it.

My career as a sales trainer and salesperson has centered on the Sales Process. Perhaps I’m way too close to it but I’m passionate about the Sales Process.  When I see it properly and successfully executed, I feel like I’m watching an award winning play.

Too many management consultants, and even some engineers, decided it was their turn to define the Sales Process. I want the Sales Process defined by the people that use it to earn a living, salespeople.

I’m fine with efforts to build upon the Sales Process. Everything can be made better and progress is important. My concern is when innovation becomes contamination. What’s your plan to improve sales?

Just about every salesperson knows about the Sales Process. Those that don’t should find a new career because you can’t succeed in sales without the Sales Process. However, knowing the Sales Process and mastering the execution of the Sales Process are two very different things. I guess that’s why so few salespeople ever enjoy overwhelming sales success.

Well, it’s my Blog and I’m happy to get this off my chest. I hope you’ll remember how I define the sales process.

Nick

Tags: sales process