STEP SIX
Create Your Personal Sales System
OVERVIEW
- Your personal sales system
- Identifying your sales mental model
- The sales funnel is dead!
- Your four-stage personal selling approach
- Increase your sales effectiveness
In Steps 1–3, you learned how to be an effective sales professional, and Steps 4–5 focused on how to be an efficient salesperson by understanding the buying process and leveraging the sales process. In Step 6, using the information in the first five steps, you can build your own unique, personalized, and tailored approach to professional selling.
To succeed in managing the complexity around you, you must be able to meet the buyer where they are in their buying process, make the right choices, and remain poised, calm, and professional. ...
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