Many of you might have a different opinion, but the fact is that nearly all things sold are not sold on a one Decision. It is usually a series of Steps that leads to a Decision.
The actual Steps are very different based on what you are selling. But the faster you start Mapping out Sales Process (By the way, do you have a Sales Process?) and get out of the business of “Reacting” to Customers, more successful you will be.
Great Sellers are great Billiard or Pool Players. Each Step is designed to Set Up the Next Step. How many great Billiard Players just go up and Shoot? NONE.
Sellers: Look at how you conduct your activities. It is not about “Being Busy.” It is easy to be busy as a Seller.
The Key Word for Great Sellers is: Process