Love your sales process

Loving Your Sales Process

Love your sales processOn this Valentine’s Day, I’d like to address the topic of loving your sales process. Believe it or not, not everyone does! And while the benefit of having sales systems and processes in your business is practically indisputable, the fact of the matter is that not everyone is smitten.

Those who are less than enamored with their sales processes often feel they’re too “rigid,” that they restrict or inhibit the sales person, or that they just don’t feel the need to define it.

Yup. Some just find it hard to commit!

A recent article on Inc.com entitled “The Real Truth about Sales Process” contained an unfortunate subtitle which said the “sales process is not about how you sell but how the customer buys.” I think that statement is just plain wrong. The sales process IS about how you sell. It just happens to be most effective when it takes into consideration how the customer buys. Despite the subtitle, the author of the article, Geoffrey James, ultimately made that point very well and declared that the real truth about the sales process is that “it must be adaptive rather than manipulative,” which is certainly an idea that everyone should be able to get behind.

Personally, the sales process that I love the most is the one that works. In fact, the best sales processes, like the best relationships, are those that provide structure without being too rigid. Instead of being restrictive, they free the salesperson to be the best that he or she can be. Most importantly, they allow customers to benefit from the products and services we sell. If your current sales process doesn’t do that for you, it’s time for a change.

And yes, fortunately sales processes can change. They can adapt to better suit the client. They can adapt to better facilitate the buying process. They can free us from the burden of unstructured chaos. And as all that begins to happen, we can learn to love our sales process again…

6 Comments

  • Elaine McDevitt

    Reply Reply February 14, 2014

    You are just so darn clever, David! Looking forward to meeting with you next Thursday!

    • David Blaise

      Reply Reply February 14, 2014

      Thanks Elaine. Look forward to seeing you next week!

  • Santo D. Marabella

    Reply Reply February 14, 2014

    I like your focus – adaptive, structure, passion for the process. It’s a great way to rekindle the sales process romance. Great job, David!

  • Dwayne Long

    Reply Reply February 14, 2014

    Love yourself enough to love learning, love change, love adapting as the world changes constantly.

    You are what you do. If you do boring, stupid, monotonous work, chances 
are you’ll end up boring, stupid, and monotonous.
 – Bob Black

    • David Blaise

      Reply Reply February 14, 2014

      Great insights, Dwayne. Thank you.

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