Connecting, Disconnecting

Selling System

            A good system of selling is conceptual in nature. The flow dialogue or interchange between the prospect and the sales person will be determined in the interviewing phase. As a sales professional, our responsibility is to discover if what we bring to the equation is a good match in solving the prospects issues or problems. It either is, or it isn’t. If not, it is perfectly ok to move on. If on the other hand there appears the possibility of the potential fit, we then must decide what we are going to do next. Simply stated, after going through this phase you are either going to stay connected or disconnect. They are both a win-win for all involved. Always remember, people don’t want to be sold, they want to buy for their reasons. You are at your best when you create a healthy buying environment.

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Presentation

           Presentation is a reality in systems selling but timing is everything. Like I told a client a few weeks ago, why would you want to present anything other than a short overview or value positioning statement to explain why you are here?

            Your job in the short term is to be in the discovery mode. That way you can better determine if you are going to need to extend your visit by determining if the product or service you are representing is a problem solver for your prospective client. First things first, you need to come to an understanding that it is time to inform or present based on whether or not the service  is representative of the cost. Simply said, as a consumer you want the value of the service in which you’ve paid, to exceed your expectations. You want the consumer to walk away knowing “that was a good purchase”. Once again it is important to create a win - win situation. I’m not interested in being a beta tester for anyone, I want my product to work flawlessly as it was advertised and I bet you do too.

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