Recently I had the opportunity to interview author David Rich about his book Contagious Selling. In this interview, we went over numerous topics including Building Process In Selling.
Here is a video on Building Process In Selling:
Transcription of Building Process In Selling:
KERSTEN KLOSS: What would you suggest is the first step in building a relationship, especially when someone already has a process? A lot of salespeople get stuck doing the same thing over and over—throwing a number of sales calls on the wall and seeing if they stick. How should someone manage their sales process?
DAVID RICH: Well, you do have to manage a process. You have to be organized. You have to juggle priorities. It’s just like a personal relationship. You have to juggle different things that are going on in your life to have a successful relationship. I believe that sales organizations make too much out of process—and I think process, sometimes, gets in the way of building relationships.
Just go out and make friends. Build relationships. Everyone knows how to do that. If you follow your instincts and apply some of the principles I teach in Contagious Selling—so much of which is common sense—you will be very successful
CHRIS HAMILTON: It comes back to the point you made at the very end of the book. People do business with people they like…
DAVID RICH: Amen…
CHRIS HAMILTON: …and that’s all about maintaining relationships. That’s just bang on, right there.
If you want to order Contagious Selling: How to Turn a Connection into a Relationship that Lasts a Lifetime
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Keyword: Building Process in Selling
