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Brilliant Selling, 2nd Edition by Jeremy Cassell, Tom Bird

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Chapter 6: The sales process as a tool for improvement

We all do things every day that involve process, including cleaning our teeth and getting ready for work. Some of these processes we do well and some not so well.

definition

Process can be defined as ‘a series of actions or steps in making or achieving something’, and it implies progress towards a desired end result.

Whatever you sell, it is likely that there will be a series of steps that you can, or do, follow that take you from an initial conversation with a prospect through to the closing of a sale. There may be some specific nuances and process ...

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