Sales Results = What you do? + How you do it?
First, let’s look at how you sell relates to the care you show the customer during the sales cycle. Since customer care is now a commodity, how you do things is no longer a source of differentiation. That leaves what you do on each sales call, and the planning you put in to each sales call, as the remaining portion of the sales results equation that you can differentiate.
What you do during the sales process is comprised of the specific questions you ask, and your ability to get your sales process in sync with the customer’s buying process. You need to persistently pursue.