Question:

True or false? The best way to define the steps of your sales process is to figure out the actions you have to take to move a sale forward.

Answer:

  • True. In order to help contacts move forward, you need to know exactly what to say and do in each stage of the sales process.
  • True. While it’s important to know what the buyer should be doing at each stage of the sales process, it’s ultimately your actions as a sales rep that will move a sale forward.
  • False. While it’s important to know the actions you must take at each stage of the sales process, it’s ultimately the buyer’s actions that move a sale forward.
  • False. A good sales process is flexible enough to be different for every contact.

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