Imagine navigating through a big city without a roadmap or a sat nav system. If you’re lucky and have experience (aka a history of trial and error), or are good at recognising landmarks, you may work out a preferred route, but it may not be the best or fastest route you can take. If you are new to the city or to driving, or if your favourite route is blocked your journey may be more unpredictable, more time consuming, more frustrating, and random.
A sales process provides the same kind of orientation and direction that a navigation system does. It doesn’t tell you where you have to go, but it helps you plan your route, set goals, and follow them through in a systematic and efficient way. It helps you find the right markers, plan each stage, how to ignite … read more by subscribing.
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