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Developing a Sales Mentality
So what exactly is a sales mentality? It can be
reduced to 3 key elements of perspective,
discipline and prowess:
With a strong sales mentality, a salesperson is
well-reasoned, self-managed, and multi-faceted. Can
a person or team be trained in this? You bet.
Wouldn't it be great to have an entire sales
organization like this?
Published Article by Mike Griego
2 Rules for a Proper Sales Perspective, by
Michael
Griego ![]()
Scott's Seafood Restaurant
Date: Tuesday, February 16, 2010 ![]()
Understanding Customers' Buying
Process CSO Insights' Sales Performance Optimization 2009 Study points out that organizations that know and match their selling process to their customer's buying process have a 11% higher Win rate, 6% lower Loss rate and 5% lower No Decision rate than those that need improvement in this area. This supports our field experience and aligns with our recommendation to align buying and selling processes. Here's a sample alignment:
BUYER: Interest > Education > Evaluation >
Justification > Purchase How's your process doing? ![]()
Virtuous Management ![]()
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