SMU Data and Models
August 24, 2014
The Truth About Selling Steel: Beginning the Sales Process
Written by John Packard
When I think about selling steel what I am actually doing is thinking about the sales process. The process is the various steps needed to identify, qualify, quantify, engage and close business with any prospective account.
Successful salespeople, no matter what the industry or product, understand the various steps that they follow as they pursue business. They understand that sales cannot be made in a vacuum and missing customer cues can be detrimental to the sales process.
