Overview
With this mental model, view professional selling like an assembly line. To create the assembly line, break down buyer-seller-relationships into compartmentalized processes or steps. Each step has an input and an output, as well as key measures of quality and success. With this approach, begin to "assemble the sale" with input from the buyer at the beginning of the process. This allows you to isolate the sales function and make sure it's running smoothly. A sale "comes off the assembly line" when the deal is closed.—Maxine Kamin