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Strategic Discipline Blog

Sales Process – When Does Your Customer Decide and How

Posted by Douglas Wick on Wed, May 19, 2010

It's discouraging to discover that if you're spending time on your proposal, talking about your solution, your company and the future you're putting your focus on the wrong things to make a sale. 

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Topics: Sales Process, One Thing, One Page Strategic Plan, Sales Discipline, Diagnostic Business Development Process

Diagnostic Business Development Sale Process – Jeff Thull

Posted by Douglas Wick on Fri, May 7, 2010

How do you get your prospects to understand the full value of your solution that you provide?  As discussed in previous blogs it has nothing to do with telling them about you, rather it comes from listening and asking the right questions.  The diagram below offer's Jeff Thull's Diagnostic Business Development Process.  The first question the prospect needs to answer is, why do they need to change?  As noted in my previous blog Are Prospects Following Your Sales Process or Theirs? - Jeff Thull as much as 40% fall into a group that don't purchase because they didn't see a problem, or weren't convinced they could change.

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Topics: Sales Process, Jeff Thull, Business System, Diagnostic Business Development Process




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Doug Wick, President

Positioning Systems


The Strategic Discipline Blog focuses on small to midsize business owners with a ravenous appetite to improve his or her leadership skills and business results.

Our 3 disciplines include:

- Priorities
- Metrics
- Meeting Rhythms

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