Sales Results

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.

Kevin Davis

Kevin F. Davis is the author of The Sales Manager’s Guide to Greatness”, which was named the 2018 Axiom Business Book Award Winner, Silver Medal. Kevin is also the author of Slow Down, Sell Faster!”.