THE SALES PROCESS IN CLOSING THE WHALES IS BASED ON REAL DEALS

The sales process I discovered in my research for Closing the Whales is based on the sales process I found from reconstructing a large number of Whale opportunities we won, opportunities that took place in one calendar year, and each of which took several months to close.  What I discovered is that the events of the sales process seemed to appear in the majority of the wins examined.  It became clear to me that the sales process was really one that could be labeled “event-driven sales process.”  Therefore, I compiled a list of the events in the sales process, their probable order within the sales process and the logic and philosophical view of how each event should be managed within the sale process.

“Understand that a complex sales campaign sales process is at the heart of what you will find in this book. The sales process you will find will act as a roadmap.  The events of the sales process are like expected stops of a journey, a journey that begins at one point then proceeds in logical steps.  And you will find that those events are very predictable.  A good sales process is, by definition, a predictor of events and phases to come.

Can you imagine beginning a long journey in a blinding rain storm with no map of the journey, no idea of the stops along the way?  The sales process you will find in this book is just the opposite.  It is a sales process that acts as a clearly written map of the journey with stops brightly illuminated and highlighted to elevate your personal sales effectiveness.

Name the most popular commercially available sales training programs, and I must tell you that I am either a graduate of those courses or am very familiar with their core teachings.  Most of them profess to be a sales process.  And they are.  But don’t confuse a sales process that is designed to create attention, discover needs and concludes with need-satisfaction solutions with one that required for long, complex and very large opportunities.  Those opportunities require a much more advanced sales process. 

Interested in learning more about the sales process? Get your copy of Closing the Whales today!