"In front of the customer or on the phone in interaction is where sales happen! Every call counts - and when you have those precious inteactions you must maximize them and lock incremental action."
- Don Buttrey
The SELL Process was written to help anyone and everyone sell skillfully. If you have an objective with another person, the simple process offered in this book provides the framework to prepare and execute that interaction. As you read this book, you can initially apply the process by starting with an actual selling interaction that you are facing—or will face. As this book walks you through each step of the SELL Process, you will discover that it can become your personal tool to help you get results and action with other people.
All selling involves dynamic interaction between people. Tactical selling—the actual interaction with customers—is where sales are won or lost. Mastering the SELL Process is a must for career sales professionals. From territory sales, to telesales, to retail—it all involves interaction. Sadly, many salespeople have been trained in product, application, presentation, territory, etc.—yet so few have received training in the process of selling.
For those who are not necessarily in a sales career, the SELL Process can also equip you. You may have noticed that many of your everyday interactions with people are actually selling interactions.
This book will prepare you, and in turn provide confidence, for successful sales.
Don Buttrey is the President of Sales Professional Training, Inc. He has been in sales for nearly 30 years and a full-time, professional sales trainer for two decades. Using his own developed curriculum he has trained thousands of professional salespeople for companies throughout North America. He is a gut-level coach with extensive real-world sales and territory experience. His curriculum includes no corny or hokey techniques—just hard work on the proven basics: sales fundamentals! Front-line sales professionals always respond with high marks and indicate that his sales training is “the best they have ever received!”