The defining characteristic in an idiot is cluelessness. The challenge for sales professionals is to surgically implant enough of a clue in their idiot customers to reach the correct buying decision. The problem comes when salespeople forget that they have inner idiots, too. True sales professionals work to ensure their own clues are intact. The critical path to selling to the clueless is a 12-stage process.
Each step builds on the prior step, gaining strength and momentum along the way. Skipping steps or trying to shortcut the system diminishes the effectiveness of the ultimate results; maybe even spelling the difference between success and failure.
1 Step One: Be Prepared or Be the Idiot
2 Step Two: Connect with the Clueless
3 Step Three: Confuse to Clarify
4 Step Four: Play the Match Game
5 Step Five: Showtime
6 Step Six: Ask for the Business
7 Step Seven: Circle Around and Make Another Pass
8 Step Eight: Annoy Them a Little and Ask for the Business,
Again
9 Step Nine: Appreciate
10 Step Ten: Get a Referral
etc