1. Penetration Selling -- The Five Steps -- An Overview

Guest post by: Harry Frisch
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6. Penetration Selling -- Penetrating the Barriers to Commitment - By Harry Frisch

Penetration Selling is the powerful, five-step selling system, which was developed by Harry Frisch and introduced in a series of articles, written by Frisch, originally published in The LATEST Magazine, in 1996.

The unique approach of the Penetration Selling system is to clearly identify:

• The key barriers -- which salespeople run into, in each of the five steps of the sales process, and

• The precise techniques – needed for penetrating, deflating and evaporating these barriers.

Penetration Selling is a friendly, “Win-Win” system in which the salesperson learns how to smoothly lead his prospects through any and all barriers which stand in the way of the successful completion of the sale. In Penetration Selling, one is clearly and simply enlightened on how to effectively close his prospects in high volume, while simultaneously satisfying the prospect beyond the prospect’s expectations -- and doing so in ways which result in abundant prospect referrals and repeat business.

Anyone who has spent any time at all attempting to sell a product, service or idea, has surely discovered that there are “barriers” one runs into all along the way -- barriers which threaten the successful completion of the sale. In order for the sales process to be effective, these barriers need to be penetrated and moved out of the way of the successful completion of the sale. The world of “Sales Training” is, to a remarkable extent, focused upon this subject of how to overcome these barriers.

The five steps of Penetration Selling are:

• PROSPECTING

• OPENING

• QUALIFYING (or “Discovering”)

• PRESENTING

• CLOSING

This article is the first in a series of six. In each of the five subsequent articles, the author, Harry Frisch, will take up one of the steps of Penetration Selling. The author will focus on the key barriers of that specific step, and will show you what you can do to smoothly and effectively bring your prospect through those barriers to the successful completion of the sale.

(c) 2007, Harry Frisch, STI Publishing. All Rights Reserved. Penetration Selling is a trademark owned by STI Publishing.

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6. Penetration Selling -- Penetrating the Barriers to Commitment - By Harry Frisch

About the Author: Harry Frisch

RSS for Harry's articles - Visit Harry's website
Harry Frisch is the author of the popular new sales training book, available at www.HowToSellClearAndSimple.com Mr. Frisch has won numerous awards, selling a remarkably wide range of products and services to all levels of business and industry, as well as retail to the public. (Partial list includes: ReMax real estate, Saturn automobiles, audio-video equipment, specialty clothing, Honda automobiles, self-improvement courses, big ticket in-home sales, fine art by phone sales, door-to-door book sales... just to name a few.) In addition to being a Master Salesman, he is an accomplished writer and humorist, an inspiring educator, an in-demand business consultant, and an expert in the field of human behavior. Mr. Frisch earned his B.A. from Boston University and did his graduate work at the University of Michigan and Hunter College, and has additionally been affiliated with City College of New York (CCNY) and New York University, (NYU). Mr. Frisch is also the author of HOW TO BE A SUPER SALESMAN…and Still Respect Yourself in the Morning, and the powerful HOW TO SELL -- Clear and Simple Course. To receive his newsletter of sales tips, write Newsletter@STIPublishing.com
Click here to visit Harry's website.

More from Harry Frisch
Consultative Selling
Presentation Skill
SureFire Techniques for Closing Sales
The Ideal Sales Training Manual
A Comprehensive Approach to Sales Skill Training

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1. Penetration Selling -- The Five Steps -- An Overview

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