- Provide the salesperson with a list of options for achieving their goal.
- Help the salesperson explore their options for getting from where they currently are to where they want to be.
- Explore what options the salesperson has if they fail to achieve their goal.
- Help the salesperson consider whether the goal is optional.
A colleague at another company has developed a sales process with four steps in it. They are concerned that the process is too short. What would you tell them?
“If the process is robust enough to support the needs of your sales team, it doesn’t matter how long or short it is.” “Shorter processes