Allow me to share with you a conversation I’ve had more times than I can count. It’s a conversation I often have with my sales coaching clients, usually in one of our first coaching sessions. It goes a little something like this:
Me: Do you have a sales process?
Sales coaching client: Yes. It’s a process I’ve developed myself over the years.
Me: Great. Could you walk me through it step-by-step?
Sales coaching client: Sure thing. [prolonged silence] Well…let’s see…..um…
Your process is arguably one of the most important components of your sales success. It’s as important as your product, your marketing efforts, and even your ability to prospect and close. [Read more…]