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Why You Need A Sales System
Written by: David FlanneryArticle Overview: Today there is a hyper focus on just one area of the sales process. There are more books written about it and more information available about than any other area of the sales process...I am, of course, speaking about the close. Recently, the close has become the end all and be all of a sales encounter, perhaps because of the pressure that salespeople feel to meet ever increasing sales targets.
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Why You Need A Sales System
Today there is a hyper focus on just one area of the sales process. There are more books written about it and more information available about it than any other area of the sales process...I am, of course, speaking about the close. Recently, the close has become the end all and be all of a sales encounter, perhaps because of the pressure that salespeople feel to meet ever increasing sales targets.
This hyper focus on just this area of the sales process, has caused a lot of problems and has led to salespeople who are unable to:
* Prospect in a focused and targeted manner.
* Properly qualify sales leads.
* To connect with a sales prospect on a deeper level to uncover their rock bottom motivations
What you need to understand is that you will not close a sale if you can't find qualified prospects and if you can't find and engage a prospects deeper motivations. In other words, you need a sales system that covers all areas of the sales process equally, from prospecting through to close and follow-up.
Using a sales system will help you and your sales team to focus on each step in the sales process. A sales system will re-focus you and your sales team on the early stages of the process. In my experience, if proper care and attention to detail are given to the early stages of a sale, when it comes to the closing stage, the sale will close itself.
If you only take one point away from this post, let it be this one:
The first 3 minutes of your initial meeting with the prospect determines the close! To give yourself the greatest chance of closing the sale...start with a fully qualified and researched prospect!
The problem is that 95% of salespeople fill this valuable time in small-talk, all the time thinking they are building rapport.
An effective sales system must accomplish the following things:
* It must target, qualify and attract the ideal type of prospects for your company .
* It must fully and completely research every qualified prospect before the initial meeting.
* It must allow salespeople to be persuader's and influencer's.
* It must move the prospect easily and speedily through each stage of the system.
* It must be based on using questions to uncover the deeper needs.
As a business owner, does your business use a sales system? If not, your sales are not what they could be and your salespeople are not performing as well as they could
© 2010, Profit Growth Dynamics International. All rights reserved.
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Article Tags: increasing sales, sales system, sales targets, salespeople
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About the Author: David Flannery RSS for David's articles - Visit David's website  David Flannery is the founder of Profit Growth Dynamics International helping companies methodically and systematically increase their sales and profits, reduce their customer losses to their competitors and separate themselves from their competition. He is the author of The Profit Crisis Exposed report and the soon to be published book The SETE Five Step Action Plan For Doubling Your Profits. For more information on growing your business profits visit http://www.massiveprofitgrowth.com now Click here to visit David's website   The Five Most Dangerous Trends In Australian Small Business Today Its As Easy As Good Better Best Advertising the nuts and bolts of making it work Step Five Make sure your ad does not look like your competitors Advertising the nuts and bolts of making it work Step Four Be clear about your offer and what you want your prospects to do and give them a reason to take immediate action 12 Steps to Implementing Anything in Your Business Step Four Get Feedback and Refine Strategy |
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