{"id":8203,"date":"2015-08-19T11:58:24","date_gmt":"2015-08-19T16:58:24","guid":{"rendered":"https:\/\/www.rocksdigital.com\/?p=8203"},"modified":"2025-06-24T11:17:23","modified_gmt":"2025-06-24T16:17:23","slug":"the-perfect-sales-process-abcs","status":"publish","type":"post","link":"https:\/\/www.rocksdigital.com\/the-perfect-sales-process-abcs\/","title":{"rendered":"The ABCs of a Perfect Sales Process"},"content":{"rendered":"<figure id=\"attachment_40117\" aria-describedby=\"caption-attachment-40117\" style=\"width: 1000px\" class=\"wp-caption aligncenter\"><img fetchpriority=\"high\" decoding=\"async\" class=\"size-full wp-image-40117\" src=\"https:\/\/www.rocksdigital.com\/wp-content\/uploads\/2015\/08\/sales-process-abcs.jpg\" alt=\"Always Be Closing Sales Process\" width=\"1000\" height=\"722\" srcset=\"https:\/\/www.rocksdigital.com\/wp-content\/uploads\/2015\/08\/sales-process-abcs.jpg 1000w, https:\/\/www.rocksdigital.com\/wp-content\/uploads\/2015\/08\/sales-process-abcs-300x217.jpg 300w, https:\/\/www.rocksdigital.com\/wp-content\/uploads\/2015\/08\/sales-process-abcs-768x554.jpg 768w\" sizes=\"(max-width: 1000px) 100vw, 1000px\" \/><figcaption id=\"caption-attachment-40117\" class=\"wp-caption-text\">Image Credit \u2013 Constantin Stanciu\/Shutterstock.com<\/figcaption><\/figure>\n<p>Is &#8220;ABC (Always Be Closing)&#8221; really the <a href=\"https:\/\/www.rocksdigital.com\/how-do-you-measure-success\/\">perfect sales process<\/a>? Or what about 1, 2, 3?\u00a0How many steps to a perfect sale? The short answer is the number that moves a buyer to a customer the quickest.<\/p>\n<p>The sales process you use is dependent on the training program you completed and the CRM system that you currently utilize but there are some questions you should ask yourself.<\/p>\n<ul>\n<li>Is the number of steps the critical factor in a successful sale?<\/li>\n<li>Should We Focus On the Steps to A Perfect Sale?<\/li>\n<li>Or Something Else?<\/li>\n<\/ul>\n<h2>The Anticipated\u00a0Sales Process<\/h2>\n<p>As Frank Cespedes and Tiffani Bova pointed out in a recent Harvard Business Review article, we have framed the buying process for a century in terms of moving a prospect from Awareness to Interest to Desire to Action (AIDA). This model and its variants are the basis for sales funnels in many companies today. However, whether your selling approach is offline, online or both, it\u2019s important to understand that the landscape is rapidly changing and the AIDA sales model, in its present form, may no longer be applicable for your business.<\/p>\n<p>The typical <a href=\"https:\/\/www.rocksdigital.com\/creating-content-that-fills-the-sales-funnel\/\">sales funnel<\/a> process starts with a lead for a \u201csuspect\u201d, that becomes a \u201cprospect\u201d after qualification, and then a customer (or not) through a series of steps that are measured and managed \u2013 i.e. pipeline metrics. In each step, the sales person is expected to perform a series of sequential tasks in order to complete the sale. However, Gartner research indicates a very different buying reality today.<\/p>\n<h2>The Reality of The Sales Process<\/h2>\n<p>Rather than moving sequentially through the sales funnel process, buyers actually work through four parallel streams to make a purchase decision \u2013 explore, evaluate, engage and experience. Given this you could argue that \u201c4\u201d is the magic number of steps to a perfect sale, right? Not so fast. I think it\u2019s important to take note of the fact that the sales dynamic is different for virtually every sales situation.<\/p>\n<p>It has more to do with <a href=\"https:\/\/www.rocksdigital.com\/how-to-master-sales-communcation\/\">understanding the customer\u2019s buying center<\/a>, requirements, budget (and who else is competing for those dollars), time frames, et.al. These factors can be fluid and vary by industry, market segment and individual customer.<\/p>\n<p>Do you think Jordan Spieth is focused on the \u2018Six Steps to the Perfect Golf Swing\u2019 when he\u2019s on the tee box?\u00a0Of course not! He is focused on driving that white ball 350+ yards down the fairway toward the pin and winning the tournament. The same holds true with a perfect sale.<\/p>\n<p>Aligning buying and selling is an ever-changing process. Whether there are 4, 5, 7, 9 or 11 steps to a perfect sale, the \u2018net-net\u2019 is to focus on the end game. When you are in front of customers it\u2019s not about the steps to a perfect sale, it\u2019s about understanding the need, building profitable relationships, and delivering value and results!\u00a0This is what will ultimately lead to your future success. Are you a sales rockstar?<a href=\"https:\/\/www.rocksdigital.com\/take-the-sales-success-iq-test\/\"> Take my quiz and find out<\/a>.<\/p>\n<div class='tm-tweet-clear'><\/div>\n<div class='tm-click-to-tweet'>\n<div class='tm-ctt-text'><a href='https:\/\/twitter.com\/share?text=The+ABCs+of+a+Perfect+Sales+Process+by+%40TresCoach+%23RocksDigital+%23Sales+%23SmallBiz&#038;url=https:\/\/www.rocksdigital.com\/the-perfect-sales-process-abcs\/' target='_blank'>The ABCs of a Perfect Sales Process by @TresCoach #RocksDigital #Sales #SmallBiz<\/a><\/div>\n<p><a href='https:\/\/twitter.com\/share?text=The+ABCs+of+a+Perfect+Sales+Process+by+%40TresCoach+%23RocksDigital+%23Sales+%23SmallBiz&#038;url=https:\/\/www.rocksdigital.com\/the-perfect-sales-process-abcs\/' target='_blank' class='tm-ctt-btn'>Click To Tweet<\/a><\/p>\n<div class='tm-ctt-tip'><\/div>\n<\/div>\n<p><strong><em>How do you get to your perfect sale? How many steps does it take you?<\/em><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Is &#8220;ABC (Always Be Closing)&#8221; really the perfect sales process? Or what about 1, 2, 3?\u00a0How many steps to a perfect sale? The short answer is the number that moves a buyer to a customer the quickest. The sales process you use is dependent on the training program you completed and the CRM system that [&hellip;]<\/p>\n","protected":false},"author":27,"featured_media":40117,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"default","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[68],"tags":[324],"class_list":["post-8203","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-development","tag-sales"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>The ABCs of a Perfect Sales Process | Rocks Digital<\/title>\n<meta name=\"description\" content=\"Learn the ABCs of a perfect sales process and boost your business success. 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