Did Tiger Woods teach himself how to golf? Of course not. He received lessons from the experts at a very young age and developed a perfect swing. However, if you go to a typical country club, you will meet many self-taught golfers. These people often play with huge deficiencies in their swing (usually compensating for a massive slice). They basically get by, but never become excellent golfers because they have the wrong swing.
The same is true in sales. So many sales people are essentially self-taught and have no selling system. In fact, entire companies with large sales forces have no consistent selling system. This is a sales killer. Here are three ways to develop a selling system:
- Stop Winging It: Let go of the romantic idea that selling is just about using your instinct. It’s not. Great sales people are taught a system that can work over and over and over again. So, if you are just out there winging it and relying on your instincts, then it’s time to make a change.
- Have a Scripted System: Whether it is my Game Plan Selling System or another system, you need to have a selling system. By system, I mean a step-by-step approach to connecting with prospects and closing sales. What questions do you ask? When do you present? How do you close? Everything must be scripted out and followed in every selling situation.
- Follow It: Once you have that system, follow it. Don’t try to think or create, just follow the system. So often, people or companies invest a lot of money to learn a selling system, but then they don’t hold themselves accountable to actually using the system. A good selling system is based on what works, so why not use it?
What is your selling system or process and do you use it every single time? Please share below.
Marc Wayshak is author of the book Game Plan Selling and a sales keynote speaker.