In this article excerpt, I’d like to discuss what a “selling system” is, give you an outline of a selling system that always works and point out a fundamental mistake that many small businesses make in their sales process which, if done properly, can really explode 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 6 fundamental steps:

Step 1) Identify specific benchmarks (consumer decision points) in your sales 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 identical fashion
Step 6) Allow the system to do its work, while you communicate more effectively by observing, listening, hearing, acknowledging, understanding and engaging fully with the prospect.

Now, until you actually try to build and implement a sales system that follows each of the steps listed above, you won’t understand just how powerful and effective the selling system really is or just how much detail goes into making everything 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 more upon, however, is Step 1 - Identify specific benchmarks (consumer decision points) in your sales process.

There are four specific benchmarks, or consumer decision points, in the selling system that always works.

The first benchmark is the Appointment Presentation. The purpose of this important phase of the sales process is to get an appointment with a potential new customer for your business, product or service.

A highly recommended 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 anyone get more sales appointments using a scripts tool when making sales calls. The great thing about the Sales Scripts Pro sales scripts tool program 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 benchmark, is the Needs Analysis Presentation. The purpose of this phase of the sales process is to help you uncover your prospect’s needs. This is done mostly through listening and by using specific tools and processes like a Needs Analysis Questionnaire.

Once you have identified your prospect’s needs, you then move on to the next stage of the selling process … the Solutions Presentation. This is where you present your solution. 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, here’s where many sales people make a fundamental mistake that can significantly impact their sales results …

To read the rest of this article, please go here: Selling System

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