Stefan Larsson

Procedural selling : the ultimate guide to strategic and tactical sales Stefan Larsson

Procedural Selling is a combination of strategic and tactical selling. And since time is your worst enemy, you need to have a clear plan and then perform the right actions to move the prospect forward. This book even gives you a practical tool ? CHAMP ? it will help you become more successful in complex sales (B2B) and learn to understand why your solutions matter and why the customer buys. It helps you and your organisation to know what actions are needed to win the business. Procedural Selling is about how to drive sales in a structured way with clear processes and take luck and faith out of the sales equation.