Comments on Top Sales Blog: Should I Follow My Company's Sales Process?

I've been helping sales people in the financia...

2009-09-02T17:30:01.560-04:00

I've been helping sales people in the financial industry for about 25 years. I find that typically, when there is a sales process, it was developed by someone who is out of touch with today's target market psychology. For example, the approach of: close, close, close just doesn't cut it when the target market responds best to a consultative approach. Such is the case with the Baby Boomer generation who HATE to be sold.

Michael Lovas
www.aboutpeople.com

I think it all depends on whether the company HAS ...

2009-07-28T04:55:17.846-04:00

I think it all depends on whether the company HAS a sales process!!

I have always wanted to start learning and reading. Some of the best sales methodologies I have come accross stem from classics like TAS and FOX, you cannot beat those as it puts strategy into selling!

Rick, Thanks for clarifying and think this makes ...

2009-06-18T09:03:13.638-04:00

Rick,

Thanks for clarifying and think this makes perfect sense.

Thanks again,

Will

So, I guess it depends on whether you're talki...

2009-06-18T07:50:12.857-04:00

So, I guess it depends on whether you're talking about a selling system, like Baseline, Solution, Sandler, yada, yada...or, you're talking about a benchmarked sales process that's been designed specifically for a company to assist management with maintaining control of their company...or self education, like learning how to ask better questions, how to develop rapport, psychology, etc.

There may be "some" flexibility on the first. Should be no flexibility on the second and only the best will do the third. Enjoy!

Rick, I'm not understanding where you are com...

2009-06-17T20:23:32.133-04:00

Rick,

I'm not understanding where you are coming from. You want salespeople to follow their company's sales process to a "T" but also think they should educate themselves. After all this reading and information they learn, do you not want them to implement anything? It sounds like you want it both ways but this is not possible.

Thanks for the comment and I hope you can clarify.

Will

Will, I think that I have to agree and disagree. I...

2009-06-17T14:43:46.945-04:00

Will, I think that I have to agree and disagree. If you're not going to follow your company's sales process, you should find another company. A company designs a sales process for more than just 'selling' the prospect. It should also establish benchmarks that allow management to track progress in the pipeline. It should also point to areas where debriefing, strategization, coaching and help are required. Your point about not relying on your company for all of your sales growth is absolutely true. learning doesn't stop at graduation. Neither should self investment. Thanks

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2009-05-29T11:02:29.229-04:00

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Karoly Domonyi
http://www.Aries.hu

Stefanie, Thanks for the comment. Will Fultz

2009-05-28T19:08:07.943-04:00

Stefanie,

Thanks for the comment.

Will Fultz

Great post. You can't follow an entire process to ...

2009-05-27T06:34:14.585-04:00

Great post. You can't follow an entire process to a t. Sales people need to be flexible and creative.