|September 6, 2013|
|How to Deliver Extreme Value Through a Collaborative Sales Process|
|By John Jantsch|
| Today’s sales process must be bathed in collaboration.
The idea of a “sales process” is not a new one, most sales people either figure something out that works and it become the de facto process for them or their organization hands down and trains around a specific method or moving a lead from inquiry to close.
A sales process is really little more than a standardized set of steps that are turned into a process in order to create consistency.
The most common approach goes something like this – a prospect demonstrates interest, the salesperson digs for pain, presents a solution, handles objections, proposes a purchase, wrestles with terms, handles more objections and goes in for the close. [...]
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