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10 Step road to a sale process for 2010 and beyond

I have been thinking about revising these for some time now. The link below is a slide show for my updated 10 Step road to a sale process. Let's hear from you where I missed it.

10 Step road to a sale process for 2010


Larry Bruce (@pcmguy)

Views: 2636


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Comment by Larry Bruce on May 9, 2010 at 7:06pm
Thanks Ralph,

There can be no doubt that the best way to get customers on your side today is to be responsive to their needs. The correlation between response time and close ratio is a prime example.

Thanks for embedding the slide show, I should have thought of that earlier.

Talk to ya soon Ralph, BTW the BazarVoice thing was a good call, I have had some interesting conversations with them.


Comment by Ralph Paglia on May 9, 2010 at 6:21pm
I do like the step that Larry refers to as "Establish Common Ground"... When I worked with Danny Alkassmi many years ago to help establish the "123 Score" Sales Process, we used the analogy of Baseball as a training reference for the sales process when selling cars. Establishing Common Ground was part of securing First Base; which was basically selling yourself to the customer.
Comment by Ralph Paglia on May 9, 2010 at 6:18pm
Here is Larry's Presentation on the 10 Step Road To A Sale (for those who do not want to use, or cannot use the outbound link that Larry provided:

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