Defined Selling Process

When sales teams use a defined selling process they’re more likely to consistently engage in high quality conversations with prospects. On the surface a defined selling process may evoke cringe-worthy thoughts like a robotic sales process. Not so! It’s really about the art of conversation and teaching salespeople how to use directed conversations and actively listening to move opportunities through the sales continuum.

The Defined Selling Process is one component of The Sales Engine℠ and consists of three Sales Zones. Sales Zone No. 1 Education & Exploration, Sales Zone No. 2 Fit Zone and Sales Zone No. 3 Decision Making Zone.

High performing sales teams put their attitude and activity in motion to generate opportunities. The Defined Sales Process adds structure for salespeople to understand where opportunities reside in the process, the next step required and resources required to get conversations to deal or no deal.

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