Adjust To The Customer's Process

Two things typically happen when a sales professional  tries to shove a regimented process down the customer's throat:

  • First, they create an adversarial situation by dismissing a decisive buyer as a "grinder" and treating them accrodingly.
  • Second, even if you make the sale, you do so at the expense of customer service, repeat business and referrals.

Make no mistake, people buy from other people for many reasons.  Many times, it's not likability. I'm certainly a process-driven individual; however, all processes require flexibility vs a battle of wills.

Until next time, continued success!