This has turned the concept of Selling from an Action to a Process. This Process involves P lanning before you start the journey. Without planning selling becomes an accident, rather than a continuation. Without planning you show up unable to lead the customer through their mental uncertainty. The Process involves R esponding with creativity.
Most salespeople are better at reacting than responding.
The difference is emotional readiness. When you respond, you are moving the event toward a solution. When you react, you are taking the event in an emotional circle. Reaction leaves you with an emotional mess you will have to clean up. The Process involves O rganizing yourself for results.