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Sales Process

In an article originally published at for the Forbes Business Development Council, Sandler CEO and President David Mattson details the modern buyer’s journey.

Nick knew he was not connecting with Michael. For the past four minutes, which seemed like four hours to Nick, Michael had done little more than occasionally say one or two words. Michael’s almost complete inability to maintain eye contact was most annoying to Nick. He looks everywhere but at me, thought Nick. I wonder if he really has any interest at all.

It is far easier to sell at your listed price than most salespeople realize – even during economic uncertainty. Here are three steps you can take today that will make selling without discounting second nature, no matter what else is going on in your market.

Bob was sitting on the low stone wall in front of the office, eating his lunch. As Larry, a salesperson who had repeatedly refused to be promoted to sales manager drove up in his fully restored MG-TD, Bob wondered why Larry was always so successful.

The sales process has changed significantly in recent years. Prospects are now much more informed about their options and the buying process than they used to be, so salespeople must adapt their approach accordingly.

This article focuses on the stages of the buyer’s journey that matter most to salespeople- Engagement, Consideration, Decision, and Advocacy. We must meet buyers wherever they are in this journey and not where we have traditionally started our own process.

Rick, a 10-year sales veteran, had major issues creating rapport during his sales calls.

Technology has changed the sales process, and in this podcast, you’ll learn how to use it to your advantage.

Kyle Jepson and Mike Montague, instructors in this course talk about why salespeople fail to connect in prospecting calls and how you can bring more relevance and credibility to your sales conversations.

“In conclusion,” said Nick, “I believe the picture I’ve painted, how my company’s products fit in perfectly with where you are now, would show us the path to a long and mutually beneficial relationship.”

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