There are times when it can be difficult to follow the procedures set up by your company and the sales process. You are a B2B salesperson and you know what works for you, and that may not always be exactly what the company has decided is the best way to sell. Many salespersons rely on sales skills and instinct, and create their own rules, and while instinct certainly has a place, there are some pretty compelling reasons why you should love a sales process and try to use it in your day-to-day dealings. In fact, you might be surprised just how useful the sales process can be. Sales Process Example. - You Have to Be Moving Towards the Close When you are selling based upon intuition it can be difficult to know where you are in the sale, and whether you are moving towards the close, or are stuck somewhere, or even worse, moving away from it. But following the sales process can help you to determine how your pitch is going and when it is time to move on to a new stage. - Qualify Your Leads Better With a Selling Process No matter how good your pitch is, you can't sell to someone who isn't qualified to buy. If you follow the sales process you will find that it will be much easier to quality your leads and make sure that you are pitching to the right person. - Following a Process May Give You Ideas You Hadn't Thought Of One of the great things about using someone else's system is that it opens your mind to ideas and techniques that you might not have thought of on your own. You might find several new ways to close by following the selling process. - Know When it is Time to Pack Up & Move On It is very important that you know when a prospect is a lost cause, so that you can move on to someone who might buy. A sales technique will give you tools to determine when it is the appropriate time to fish, and when it is necessary to cut bait. - Reliability Makes For Return Business Customers like dependability, and following the sales process will give them something to rely on. You may find that by exhibiting professionalism that comes with following the process, you will entice customers to come to you again.