GOOD MORNING sales friends! My latest tête-à-tête was with an amazing sales woman – she’s rocking at sales calls, getting good information, buy-in, next steps.. Etc. But then, her prospects pull a disappearing act.

So, what’s the deal? She got what she needed, but did the person on the other end of the call get what they needed too?

Grab a lollipop and let’s talk about it.

When we think of sales, our minds often conjure images of persuasive pitches, closing techniques, and the art of sealing the deal. However, the realm of sales is more than just the finely tuned strategies from the seller’s perspective. It’s a delicate dance between the Sales Process and the Buying Process – which we will discuss today how and why those two are very different!

The Sales Process: it’s like embarking on a quest where sales wizards meticulously follow a GPS to turn prospects into blissful clients. We’re the gurus of our process, holding the map and guiding our prospects through the mystical sales journey. In discovery we throw out questions like confetti, but usually we ask questions that are geared towards the sales process. It only benefits us instead of the other party.

Every industry has its own flavor, so if you want to be a rockstar from day one, zone in on the BUYING process.

The Buying Process: It’s a maze defined by their needs, almost like a secret recipe for decision making. Syncing up with their buying process is the golden ticket through the sales journey.

Real talk, the buying process is way more important than the sales process. No buyer, no sale, end of story.  It’s giving *ANSWERS* because usually focusing on the buying process gives you what I like to call ‘conversation ammunition.’ Later in the sales process this is the information we use to tap into emotional needs and create a symphony of successful ROI (return on investment).

A successful sale isn’t just about closing deals; it’s about marrying the sales process to someone else’s buying process. The convergence of these two processes creates a harmonious dance where the client feels heard, understood, and confident in their decision. This, in turn, lays the foundation for not only retention but also for the coveted referrals that can propel a business to new heights!

Maybe this is where the Worst Saleswoman came from. Should I change my name to the Best Buying Woman?

Sincerely,

The Shopping Addict