BSP 145: Done Deal by Jeffrey Brandeis

Jeffrey Brandeis, author of Done Deal!: The Step By Step
Handbook to Sell Success, is a former accountant who transitioned
into the sales realm, enjoyed being outside making things happen
and selling to the same group of professionals he was once a part
of. He made a conscious effort to gear the book content towards
sales professionals and the 5-step process that every company
should have. Brandeis insists that every company should have a
documented sales process, no matter whether they’re selling a
product or service. He also points out the biggest mistakes in
sales by stating that salespeople are usually ahead of the buyers
in the sales cycle. This misstep is what causes some to be bad
forecasters. Another mistake is that they fail to recognize that
the prospect may not be the only decision-maker they need to reach
in order to close the sale. While there’s no sure-fire way to
troubleshoot every problem, Brandeis says it’s on every sales
person to try to uncover everything there is to uncover. Brandeis
also encourages sales professionals to remain innovative and
continue honing their skills. He argues that while the sales
process itself doesn’t drastically change, the tools and technology
used do. He states that there are some companies who haven’t fully
trained employees on how to sell remotely and have failed to
transition effectively, affecting the sales quotas and other
metrics. “If you don’t keep your sales skills up, and constantly
look for new techniques and new styles, then your techniques will
get stale,” Brandeis says. He adds, “Sales is a perishable…like a
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