I think skipping a step is placing more value on the destination than the journey and this will compromise growth and learning you experience while you are on your path. I’ve worked with both transactional (fast moving consumer goods) and long-term major sales where the stakes are high (£€$) and what I’ve learned is you can’t be lazy with your process. I think it’s important remember to ask simple questions to figure out what the customer needs and not move too fast, as this will allow you the right to demonstrate the value of your product or service.


There is not a steroid for sales, there’s no magic pitch. Sales is a skill that you learn and develop, it’s a performance skill and it doesn’t matter that you know it, it only matter how well you do it.