A selling process give way to consultative principles.
Having a process allow you to consult and stop
“selling” How? It is the difference between proactive selling and reactive
selling. When you have no process it is difficult to figure out where you are
truly are in the sales cycle, what you should do next my your process and not
because the prospect tells you to do something (their process) and it keeps you
in control, not take control, but be in control.