Does the Buying Process Supersede the Selling Process?

The focus of most salespeople is typically inward, toward the sales process.

Because of this, external factors are often ignored. And this is where the buying process is rooted. Your customers aren’t concerned about how you manage your leads or feed prospects through a pipeline — they want to be spoken to on their terms. Salespeople that can facilitate the buying process are at a distinct competitive advantage, writes David Brock of Partners in Excellence.

A salesperson’s role within the buying process should be a supportive one. The buying process belongs to the customer, not the sales team.

Does this mean that you should abandon your sales process? Absolutely not. It’s a matter of seeing beyond your immediate field of view. Being able to connect with your customers through the buying process can only offer benefits to companies. For more on the importance of paying attention to the buying process, read the full article by Brock.

You might also like ...
Sales
15 Lessons for Every Sales Enablement Program

Want to take your sales team to higher peaks. Then, it’s time for a sales onboarding revolution. Lessonly outlines 15 of the 75 lessons that will help you reimagine your sales training program.

by Rachel Saltsgaver
Sales
5 Sales Coaching Myths That Need To Be Busted
In a lot of ways, the title of “sales manager” is a misnomer. Sure, you own the team's number. But...
by Brian Trautschold
Sales
Two Surefire Ways to Get Past Gatekeepers and Talk to CEOs

Dealing with gatekeepers can be a stressful, disheartening experience for a sales rep. But, these 2 tactics can keep your sale moving forward.

by Steli Efti