Although most sales people see the Sales Process in general as an instrument to monitor and steer their daily activities by management, the opposite in fact is true. The Sales Process is there for the Customer and the Sales Professional!
Compare this to a pilot who is ready to embark on a flight from Amsterdam to Boston. Before taking off, the pilot first does the walk around of the aircraft using checks and balances to make sure that all is OK. He then goes through a series of checks and balances in the cockpit and with the crew on board.
After all has been checked and found in good condition, he considers the aircraft ready for a safe flight.
Just before take-off both pilots again perform one last safety and technical process before lining up on the runway for take-off.
In business the Sales Process works in the same way for the Sales Professional.
It helps the Sales Professional to have all the checks and Balances in place and working as to perform professionally time after time. It does even more:
- It helps increase effectiveness and efficiency continuously.
- It helps avoid making the same mistakes over and over again.
- It helps improve the success rate of your efforts.
- It boosts continuous improvement of your actions.
- It has a positive effect on your career.
- And it helps make your life easier.
And remember this: just as with the pilot, it helps you avoid catastrophic situations that can get you in trouble!