What Is a Buy Sell Process?

As you read this book, you will find that the buy or sell sales process is different from what you may be used to, since you will be thinking like a buyer as well as a seller.
Just for a moment though, forget about how you should sell. Forget about selling methodologies, selling processes, or how you go through a sales cycle. Instead, think like a buyer.
A little reflection shows there is a process in how people buy. If you can define that process, you can understand where a prospect is headed and what steps he is taking to get there. Because you know where he is going, you can then be a step ahead and pull the prospect through their buying process. You can control the prospect’s buying process. You do not have to guess at all.
If you understand the process of how a prospect buys, you can be ProActive. You can be a step ahead and pull the prospect to the next step along the way—pulling, not pushing, the sale. When you pull, you are in control. When you push, someone else is in control. (Remember, no one likes a pushy salesperson.)
A prospect goes through a number of different phases in a buying process, each with its own unique set of requirements.

Taken from the proactive selling techniques book.