Do You Have An Effective Selling System?

Welcome to our first Wednesday blog update! This week’s topic will deal with why it’s important to have a system or concept for selling. Having a system affords you the ability to understand where you’re at in the sales process.

A few days ago a client asked me “why is it so hard for my salespeople to close?” I told him that the reality is that closing a sale is actually the easiest part of the process. I informed him that where his people are most likely failing was during the discovery process. The discovery process refers to the portion of the selling system where it’s crucial to effectively interview and ask the right questions of the prospective client. The discovery process allows us to understand the pain or challenges that the business is facing. It’s difficult to solve a problem if what you’re representing will not fix the issue.

After interviewing a prospect the salesperson should have discovered the challenges within the prospect’s business that they can readily solve. A sale occurs because a prospect realizes that the value of what you’re product or service represents is greater than the cost. If a solvable issue does not exist, it’s okay to move on, but do so in a way that leaves the door open for future business to take place, should a solvable issue arise. You don’t want to get into the chase, which occurs many times when the prospective client doesn’t want to tell the salesperson no.

Basically you should communicate to the client that what you’re selling is a win, win for all involved. By showing them an issue you can readily solve, you enhance the client’s business without letting it skip a beat. This will help to create loyalty with a client that will lead them to come to you first if they have an issue.

We all need a selling system that helps us identify a problem and work towards a solution. Communicating what you can do for them will make it so the prospective client will realize right away that you’re working towards a win, win solution.

Be sure to check out our weekly sales tips where I will be covering the system of selling in greater detail over the next month. You can sign up for that here.