SIMPLE Framework – The Most Important Step in the Sales Process

In an earlier blog post, I had introduced the “SIMPLE” framework to increase your sales effectiveness. I had elaborated on the 1st step which was about how to “Surprise” your customers to initiate their engagement. The second step in the process was to “Inspire” your customers, which entails that you paint a picture of possibilities.  The third step in the process is to be able to “Motivate” your customers to take action. The biggest competition to any sale being concluded is not your competitors but the “inertia” in your customer organization to change.  We need to understand that every significant purchase […]