One such analogy I'd like to share is how selling is like climbing a ladder. 

If a line of us gathered at the foot of a ladder and began to climb a multi-story building to its roof, we'd likely all step on various rungs along the way.  Some would step with one foot more than others and some would skip a rung here and there.  But as we climbed, we'd all pass the 10' mark, 15' mark', second floor, etc.  And eventually we'd arrive at the top and climb off the ladder -- although again, some would get of the ladder differently than others. 

The same applies to selling. 

Prospects have different internal processes for buying -- some qualify vendors differently than others.  Not all prospects require lab tests, field trials or ask for references -- others do.  As we all know, every sale is different.  Yet most are alike. 

Regardless of the market we participate in, it's a good bet all prospects in that market are pretty much structured the same and have the same basic decision making process.  There are differences when we look at the micro-level of sales activity, but many similarities exist when we look at the big picture -- qualifying, proposing, negotiating, etc. 

The big picture things are the marks and stories we pass when climbing the ladder to  the roof.

When climbing a ladder to the rooftop, it doesn't  matter if you step on every rung or alternately step with each foot as you climb.  What matters is you keep moving upward and safely move off the ladder when you reach the top. 

In sales, it doesn't matter if you have to give a second presentation to another group or there's a field trial after the demo.  What matters is you've identified the power-base, understand how decisions are being made, and are proposing a solution to a valued need or desire.

Don't get wrapped around the fact you've stepped over a rung or noticed you're climbing more with your right leg than you left.  It doesn't matter.  What matters is you're moving past the second floor and have the third in sight.  And you have a safe way to get off the ladder when you arrive at the roof. 

Again, the same applies to selling.

Follow your progress as you climb and make sure the opportunity is moving upward to the final destination -- a sale.  The steps you take daily aren't as important as tracking overall progress and keeping the opportunity moving from one milestone to another.  Your sales activity should be monitored by what floor you're passing, not the rung you just stepped over.

Sales success is based on reaching one milestone after another.

What do you think?