Good selling is synonymous with good planning. If you
are going to sell to win, you need to know where you are going. There
follows a "selling route
map", it's not the
only model but it does serve to set out a direction:Why a Cheshire cat?
...because for many people, their approach to selling is like Alice's approach to the crossroads...
"Cheshire-Puss, would you tell me, please, which way I ought to go from here?"
"That depends a good deal on where you want to get to," said the Cat. "I don't much care where---" said Alice. "Then it doesn't matter which way you go," said the Cat.
Alice's Adventures in Wonderland - Chapter 6
CHARLES LUTWIDGE DODSON "LEWIS CARROLL"1832 - 1898
Good selling is synonymous with good planning. If you
are going to sell to win, you need to know where you are going. There
follows a "selling route
map", it's not the
only model but it does serve to set out a direction:
Target
Qualify
Approach
Understand
Propose Solution
Close
Handle objections
Close
Deliver
Proposal Masters uses a process called QUEST to manage the sales cycle because it forces you into knowing where you are going and how you are going to get there!
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