Sales is the process of getting a customer from indifferent to wanting-to-buy.
Sales-Contracting is the process of getting the customer from wanting-to-buy to signed contract.
The important word here, at least for Sales-Contracting, is process. Sales-Contracting is a process and, like any process, it’s got to have an overall objective. The overall objective of any sales-contracting process is Good Contracts Closed Quickly (GCCQ).
In other words, the end point is an agreed contract which contains all the elements and protections you need (= good for the seller), which contains all the elements and protections that the customer is looking for (= good for the buyer), which is signed in the minimum elapsed time (absolute time, as well as person/hours consumed), and which generates the minimum of friction (= quickly, which won’t happen unless also = good for the buyer).
Why does this matter? Because a poor Sales-Contracting Process means:
• increased costs,
• increased time to get to the money,
• increased friction and burn of customer goodwill,
• increased chance that your buyer will get lured away by a competitor,
all of which are best avoided.