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Sales; it is all about the process

Submitted by Mitch Seigel on Tues, 8/28/2012

Last week I was in Lexington, Kentucky to go through a four day sales training program. I knew before I got there that the chances of learning something new was between slim and none. And you know what, I was right! I did learn a few things about myself.

I definitely know that I still have the fire in my belly to be a successful salesperson. I also confirmed that I continue to want to help others be good at sales, and offer advice where I can. These are both good things.

The biggest confirmation that I got during the week was that selling is a process and if you deviate too much from the process your chance of success diminishes.

Throughout the process, whether going through good times or bad, your attitude is everything. Keep your chin up and the pedal to the metal and you will succeed. There is no doubt that a good attitude will help you move ahead in whatever you are doing, especially sales.

Prospecting, opening lines, value statements, being prepared, always thinking that the next opportunity is just around the corner. All of these play major parts in the sales process. If any of it makes your hair stand on end, sales may be the wrong environment for you to exist.

Just like many processes, the parts of the sales process add up to more than the whole. One and one equals three. It’s not easy to teach the process and it’s not easy to learn. Over time improvement comes and with it there is an air of comfort.

This is blog #101-yes 101 straight weeks exporting my thoughts. Sales has been a lifelong passion of mine, and will continue to be for years to come.

What are your challenges when it comes to the sales process? I look forward to hearing your comments. Until next time…