Principle or Process Which is Most Important

Chris Banzet posted a question recently on a LinkedIn Group, BASICS Sales that asked “Principle or Process which timeless”. If you are like me you’ve answered the question.

I answered Principle. As I believe processes change. I have learned –Xerox Selling, Solution Selling, Wilson Counselor Selling, Miller Heinman and others. And each of
these processes has delivered valuable tools to move the sale forward. But in my mind principle is timeless because while processes change the principle of …

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It Really Isn’t About You

You submitted your RFP Proposal and they’ve called for a demonstration. So you pull out all the stops. You are prepared to tell them all about your firm how you’ve
been in business forever, how you represent X% of the industry and all the awards you’ve achieved. If you do this you’ve lost the deal.

Remember the selection process is not about you. It is about the buyer.

What are the issues they are …

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