Make 2008 Your Best Sales Year: Worth it to Me

by Brad Roderick · InkCycle · March 1, 2008 - page(s): 62-66

Last month we looked at people’s tendency towards looking for shortcuts. We considered the fact that for many of us impatient types there is a natural tendency to choose the “drive” versus the “neutral” gear selector. The problem arises when we neglect to consult a map. Having a defined sales process is just like having a map. Even the most basic sales process serves as a guide to move the sales traveler in the direction of the desired goal with the least amount of wasted time and resources.

As we move through the series, “Make 2008 Your Best Sales Year,” each article builds upon the previous installment for foundational learning. It may be helpful to start at the beginning, which is appropriately titled “Shortcuts are Short-Sighted When It Comes to Effective Selling” in the February 2008 issue of Recharger Magazine.

This month we will cover the first step of the process, “Worth It To Me” (WITME). While many “selling systems” use the term “qualification” during the process, we will be addressing this throughout this basic sales process a number of times from the perspective of both buyer and seller.

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Related Articles: 1:Want More Sales? Give Your Customers Something for Nothing 10/01/2008; 2:The Outsourcing Decision Now What? Issues to Consider 10/01/2008; 3:The Outsourcing Decision: Should You or Shouldn’t You? 09/01/2008; 4:Make 2008 Your Best Sales Year: The Final Stages 08/01/2008

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Make 2008 Your Best Sales Year: Worth it to Me

by Brad Roderick · InkCycle · March 1, 2008 - page(s): 62-66