by GARY
(ST LOUIS)
I KNOW OF NO MAJOR COMPANY THAT HAS BEEN SUCCESSFUL WITHOUT A SET OR SYSTEM OF STEPS THAT LEAD TO A SALE. EVEN A TRAIN NEEDS A TRACK TO RUN ON! ONCE YOU TOTALLY UNDERSTAND THE SALES PROCESS FROM BEGINNING TO END, IN A ORDERLY FASHION, YOU CAN USE ALL JEFFREY'S TECHNIQUES TO BECOME A TRUE PROFESSIONAL SALES PERSON.
ONCE THE TABLE OF CONTENTS IS LAID OUT, THE CHAPTERS WILL FALL IN PLACE. HIGH LEVEL SELLING SKILLS TAKE TIME TO LEARN, BUT A SIMPLE SYSTEM OF STEPS WILL ALWAYS TAKE YOU TO THE CLOSE. I DO NOT DISAGREE WITH ANY OF THE SIMPLE OR ADVANCED TECHNIQUES YOU TOUT, BUT A SYSTEM IS A MUST.
EVERYONE NEEDS A GAME PLAN, PRIOR TO ENTERING THE PROSPECTS BUSINESS OR HOME AND IT SHOULD ALWAYS FOLLOW A GENERAL SET OF STEPS AND EACH STEP CAN BE MODIFIED TO FIT THE SITUATION AT HAND.
WHILE SELLING METHODOLOGY HAS SIGNIFICANTLY IMPROVED OVER THE YEARS, WE ALL RELY ON A BASIC SET OF STEPS TO STAY ON TRACK WHILE WE CONTINUE TO IMPROVE THE CONTENT, QUALITY, QUESTIONING AND LISTENING TECHNIQUES WE USE IN THE SALES PROCESS. SKILLS WITHOUT A SYSTEMATIC APPROACH WOULD BE DISORGANIZED AND CONFUSING TO THE PROSPECT, BUT SKILLS LOGICALLY ORGANIZED IN A SYSTEMATIC FASHION WORK WONDERS.
THE SALES PEOPLE I HAVE KNOWN OVER THE YEARS THAT WORK A SYSTEMATIC PROCESS OR SET OF STEPS AND APPLY GREAT SELLING SKILL AS WELL, ALWAYS OUT PERFORM THE SALES PEOPLE THAT HAVE SALES SKILL ALONE. YOU NEED BOTH.
Answer:
Hi Gary,
I have been surprised that I did not get more responses like yours.
Plainly, in selling you need to follow some sort of format, or roadmap.
This was not really what I was referring to, I was referring to people following SPIN Selling or Strategic Selling or any other book title you want to add.
These systems all have some use. But selling is about responding to your prospect. Following a roadmap lets you know where you are in the process but following a system (even a good one like SPIN Selling) only limits your flexibility and that will cost you sales.
Just to be clear.
I am dead against sales scripts.
I think selling systems like SPIN Selling have their place as long as you do not become tied to them like a zealot.
I agree with what you have written gary and it reads like you have been in sales for a while and know what you are talking about.
All the best, Greg