He could sell a refrigerator to an Eskimo. She could sell you the Brooklyn Bridge and make you glad you bought it.
We all know that type of superstar, maverick salesperson who was "born with" the personality to close the big deals.
But that maverick might not be the best fit for your company's sales approach. Jill Mason-Miller of Innovision Strategies explains that sales is a process, not a person - even a superstar.
This process should be standardized across the company so that everyone is on the same page. You want the entire process, from establishing a unique selling position to lead generation through the close and follow-up, to be consistent and in line with your company's brand and mission.
In this interview, Jill Mason-Miller tells us why the sales process is so important and what key steps to begin with to make that big sale.
Invision Strategies website
March 21, 2007 Interview
Listen to this interview
Jill Mason-Miller speaking at the
John Carroll University