1. Penetration Selling -- The Five Steps -- An Overview
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:
• QUALIFYING (or “Discovering”)
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.