The Selling System

How to Deal with PeopleIn this article I’ll break down a common Selling System you should base your sales script off of.

Lessons Learned

To this point, we have heard how each Client or Prospect has unique buying processes, communication styles, and behavior traits.

We have examined the effects of words in our selling, body language, the tone of our voice, eye movement, and what something as simple as a handshake can tell us about our Client.

You cannot force a Prospect to do anything! Prospects will not commit to actions they are not ready to take. You will “sell” one third of the Prospects you see, one third will not deal with you for a variety of reasons, and the other one third can be “sold”.

The Sales Person

Good Sales People know their self-worth. They know they are the best in their field, their uniqueness, and have a quiet inner confidence about them.

They are honest, ethical, listen and deliver goods as promised. They establish trust and communicate value. The good sales person understands the value of establishing a good relationship with the client and is genuinely interested in others.

They keep their clients informed of new products, new services, and ways to solve new problems. They sell to their clients’ needs, not their own. They solve their clients’ problems, enhance their clients’ business, improve their clients’ quality of life, and increase their client’s profits. They refer business to their clients and expect the same in return.

The Prospect or Client

Clients like to buy – don’t like to be sold. They are cautious in their dealings and withholding of their trust. Some give appointments for free advice and then never return your calls. (Unpaid Consulting)

Others begin to like you and keep you hanging rather than telling you No. Customers and prospects like to talk about their favorite subject – themselves.

They want their problems solved, their business enhanced, an improved quality of life, and more money.

They normally do not refer, unless asked.

The Sales Call

Now I’ll break down the Sales Call, from preparation, to close and follow-up. Tips will be given in each area and suggestions on improving your sales success.

Having confidence in yourself, maintaining integrity, and listening are the three components necessary for each and every sales situation.

Precall Steps

  • KNOW the company. Go to their website, review their brochures, consider their competition, and consider your competition.
  • RESEARCH the industry. What are the current trends, how is the economy affecting this industry, what are their concerns or challenges?
  • WHO are you meeting with? Are they the decision maker, what is their behavior style, and how will you need to adjust your presentation skills?
  • PLAN and rehearse your Game Plan. How will you introduce your company? How will you establish your professionalism and creditability?
  • FORESEE their possible needs, wants and problems.
  • What benefits do you offer?
  • WHAT objections do you foresee and how will you address them?
  • BE equipped. Business cards, brochures, notepad, several pens, price charts, and any necessary forms.

Getting Started

  • RELAX! You are the best! Portray self confidence. Do not appear “hungry” for the sale. Focus on helping the customer!
  • REHEARSE! Know how you’re going to introduce yourself and your company. Memorizing your introduction allows you the opportunity to better listen and react, than to worry about what you are going to say next.
  • BELIEVE IN YOUR ABILITIES! Knowing your product and services will enhance your self confidence. Bring “cheat sheets’ if necessary.
  • PROGRAM YOUR MIND! You may have to shift your mind set. Your product or service may sound like a lot of money to you, but may be very reasonable to your client. Don’t let your subconscious beliefs come through in your sales abilities.
  • EMBRACE THE UNEXPECTED! Opportunities exist in the least expected times and places. You never know who is standing next to you.
  • ESTABLISH A YES MINDSET! Asking questions at the beginning of the meeting that the client agrees with you, establishes a yes mindset. Answering positively is very contagious.
  • UTILIZE your 30 second commercial to state your business purpose and share how you are unique.
  • BUILD RAPPORT by adjusting to their behavior style.
  • “Before we begin, would it help if I gave you a brief history of our business and my background?” (this is also a good question to transition in to the business discussion)


Clients either buy to relieve a pain or create pleasure.

How does your product meet those needs? (Benefits)

You can only identify your client/prospects needs by asking questions and listening to their replies. You must fully listen to your client’s statements, before coming up with a solution. The Number One reason people do not buy, is the lack of trust. The trust factor increases when the prospect sees that the sales person is intently listening to their needs and desires.

When you listen well to your prospects – and they know it – they will, in return, listen to what you have to say about your product. The client needs to discover, they need to do business with you.

The client may ask, “Why should I buy from you?”

An answer to this question is simply, “We may find that my product is not your best fit. I’d like to ask you some questions and together we can decide whether we should move forward. Is that far?”

If someone gives you a strong objection that questions your ability to do something, respond as follows:

Client – “I don’t think you’ll do any better than the guy I’m working with!”

Sales Person – “What I hear you saying is, that if I’m able to prove I can, you would be willing to do business with me – right?”

Be inquisitive. Why is that? Give me an example.

What have you tried? Why didn’t it work? How has it affected your bottom line? What would success look like? Tell me more….

“You don’t mind if I take notes, do you?”

“Tell me about your business.”

“How did you get started?”

“How would you define your perfect client?”

“What challenges are you experiencing with today’s economy?”

“How have these challenges affected your bottom line?”

“What type of products are you using currently?”

“What feature of your product is most beneficial to your clients?”

“How many sales people do you have?”

“What areas would you like to see your sales people improve in?”

“If you have the time, I would love to tour your facility.”

“Who are you purchasing this service from now?”

“Can you name one thing that you would like to see your current supplier improve?”

“How would you describe your perfect home?” (realtor)

After completion of any sales contact, always spend the time to record a recap of your discussion and develop a To Do List of your next required steps.

All That’s Left is Closing

In the next article I’ll cover closing technique’s in detail. If you have any question’s, leave them in the comment section below.

Till Next Time

Think Tank

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