Small Business | Coaching | Consulting | Positioning Systems | with |Doug Wick

Strategic Discipline Blog

Three Types of Sales Systems – Why Only One Works - Sales Discipline

Posted by Douglas A Wick on Sat, May 8, 2010

One of the keys to success is the discipline to develop systems.  Sales people as a rule reject systems.  In many cases they feel success is all about them.  The good ones recognize they use a system, following essentially the same basics with each prospect. 

So what occurs when your sales people encounter a prospect?

  • They follow the customer's system
  • They follow the competitor's system
  • They follow your system

Which would do you want them to follow?  In the last case success is by design, not by accident.  If you follow the customer's system you must readily assume that they have a high quality decision process.   Do you believe that?  If you follow the competitors system you can always tell because the customer will immediately put you on the defensive.  They'll barrage you with a list of questions like, "Does your product or service do this?"


Positioning Systems sales training includes teaching sales people to learn how to level the playing field and how to establish the ground rules for each selling situation via the use of a Covenant. We provide examples of how to use a Covenant to move through your sales process and maintain your rights as a person.  Covenants are the foundation of our sales model and they can be used as a transitional tool throughout the process to help you determine what to do next. 

If you don't have a sales system that you've documented, created benchmarks for, and track results then you don't have the conviction or discipline that your system will work.  And in that case you are constantly being dragged into either the customer's [prospect] or your competitors.  Who do you believe wins most of those battles?  Arguably each of these three types of sales systems work.  Which one works for you?

What's the most lacking element in sales training today?  A clue is offered here, the answer next blog.    

Topics: Sales Process, Discipline Plan, Quantification

Challenges of Scaling Up a Business 







New Call-to-action


New Call-to-action


New Call-to-action

Subscribe to Email Updates

Click below to Schedule a Free 30 Minute Discovery Appointment NOW: 

Positioning Systems Brand Promise

1. Priorities: Determine your #1 Priority. Achieve measurable progress in 90 days.

2. Metrics: Develop measurable Key Performance Indicators. 

3. Meetings: Establish effective meeting rhythms. (Cadence of Accountability)  Compounding the value of your priority and metrics. 

(BRAND PROMISE GUARANTEE): We will refund all compensation if our disciplined coaching and proprietary tools fail to meet your expectations.

Certified Gazelles Coach

Doug Wick, President

Positioning Systems


The Strategic Discipline Blog focuses on midsize business owners with a ravenous appetite to improve his or her leadership skills and business results.

Our 3 disciplines include:

- Priorities
- Metrics
- Meeting Rhythms

Latest Posts

Browse by Tag

see all