In this article, I’d like to point out what a “selling system” is, give you an outline of a selling system that always works and point out a fundamental mistake that many business owners make in their sales process which, if rectified, can really increase your sales.

According to Michael E. Gerber, author of the classic business book “The E-Myth“, a selling system is a fully orchestrated interaction between you and your customer that follows six fundamental steps:

Step 1) Identify specific benchmarks (consumer decision points) in your selling process
Step 2) Script the words that will get you to each of those consumer decision points successfully
Step 3) Create all the different materials that will be used with each script
Step 4) Memorize each benchmark’s script
Step 5) Deliver each script in an identical manner
Step 6) Allow the system to do its work, while you communicate more effectively by observing, listening, hearing, acknowledging, understanding and engaging fully with your prospect.

Now, until you commit to building a selling system that follows each of the steps shown above, you won’t appreciate just how powerful and effective the system really is or just how much detail is required to make every component of the sales system work in a completely seamless way.

Now, I can’t cover all 6 steps here … that’s way beyond the scope of this article. What I do want to elaborate a little more upon, however, is Step 1 – Identify specific benchmarks in your selling process.

There are four (4) specific benchmarks, or consumer decision points, in the E-myth based sales system.

The first benchmark is the Appointment Presentation. The aim of this important phase of the sales process is simply to get an appointment with a prospect.

An excellent product that can help you get more sales appointments is Sales Scripts Pro. Sales Scripts Pro is a ’step-by-step’ scripts tool training tutorial that can help businesses get more sales appointments using a scripts tool when making sales calls. The great thing about the Sales Scripts Pro sales scripts tool builder is that it can help turn any person in your business into a cold calling sales expert and help your business expand very quickly.

The second consumer decision point, is the Needs Analysis Presentation. The aim of this phase of the sales process is to help your sales person uncover your prospect’s needs. This is done mostly through listening and by using specific tools and processes like a Needs Questionnaire.

Once you have identified your prospect’s needs, you then proceed to the next benchmark of the selling process … the Solutions Presentation. This is where you present your solution to the prospect. If you or your sales person has done the job right during the previous benchmark, then you should know exactly what your prospect’s needs are and how your particular solution can help your prospect meet their needs.

And if you follow the 6-step selling system outlined earlier and deliver the right solution presentation using the right tools and scripts that you have developed as part of completing Steps 2 and 3 when building your selling system, then your prospect should move through to the Decision Confirmation stage, where, hopefully, you will have addressed all of their questions, concerns and objections and they are now ready to make a decision to purchase your particular product or service and become your new customer, or recruit (if you are selling a business opportunity, for example).

Now, this is where many sales people make a fundamental mistake that can have a serious impact on their sales results …

To read the full article, please go here: Sales Systems

Tags

Business