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.