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Chartwell Seventeen Advisory Group Inc. | New York, NY

Sales Process

There are four predictable steps that impact all major purchase decisions. Do you know what they are?

In an article originally published at for the Forbes Business Development Council, Sandler CEO and President David Mattson details the modern buyer’s journey.

The sales process has changed significantly in recent years. Prospects are now much more informed about their options and the buying process than they used to be, so salespeople must adapt their approach accordingly.

This article focuses on the stages of the buyer’s journey that matter most to salespeople- Engagement, Consideration, Decision, and Advocacy. We must meet buyers wherever they are in this journey and not where we have traditionally started our own process.

Technology has changed the sales process, and in this podcast, you’ll learn how to use it to your advantage.

Kyle Jepson and Mike Montague, instructors in this course talk about why salespeople fail to connect in prospecting calls and how you can bring more relevance and credibility to your sales conversations.

1. Don’t act like a salesperson – Put aside your own needs so you can focus on the prospect and their needs.
2. Don’t answer questions – Not until you know the “why” behind the question.
3. Don’t tell - Listen with curiosity, empathy, and an honest willingness to get to know the other person.
4. Don’t assume – Validate by asking a qualifying question.

If you manage a sales organization or are in sales yourself, you don’t need me to tell you it’s the hardest job in any company. It’s the only job where, if the customer decides not to buy you don’t get paid, you miss your revenue goals or maybe you don’t get to keep that job. Couple that with all the uncertainty that goes along with growing a profitable business. Not knowing who will say yes and who will say no. With that in mind, if you can embrace two concepts, along with implementing a strong selling strategy, sales will get a whole lot easier.

You have the right to fail. No need for excuses for attempts and failures, you have the right to them. Go for it! Some you win, some you fail. Success = Failure + Persistence.

The intensity of this time of year can make selling for a living feel a bit like the playoff season! Here’s three proven strategies you and your team can use to close more sales opportunities, set the right end-of-the-year game plan, and make the final “inning” of your team’s fiscal year pay off.