A system is defined as -
“a method or a plan, an established way of doing something recorded in writing”.
Whereas to improvise is
“to perform or make quickly from materials and sources available, without previous planning”.
If you are considering sales training for yourself or your team, here are a few key questions to ask yourself -
Do you have a system for working new leads?
Do you have a system for making appointments using the telephone?
Do you have a system for qualifying your prospects?
Do you have a system for quantifying your prospect’s pain?
Do you have a system for presenting your products/services as solutions?
Do you have a system for dealing with price objection?
Do you have a system for preparing sales proposals?
Do you have a system for following-up?
Do you have a system for securing the commitment?
Which of these pieces (systems) are you missing? Congratulations if you already have these NINE systems.
How many more sales would you and your team make if you had a system for each of the major steps in your selling process?
Inconsistency in sales – Which means an inability to budget accurately
Lack of sales systems and structure – Which means reduced closing ratios
Poor client management systems – Which means lost clients
Poor reporting and measurement systems – Which means a lack of accountability
Lack of a detailed sales plan – Which means average results
Salespeople spending all their time servicing existing and favourite clients – Which means a lack of growth
Lack of structured prospecting activity – Which means inconsistent growth.
Systematic process for selling – Which means more consistent sales
Development of a prospecting system – Which means increased numbers of qualified prospects through referrals
Increased closing ratios – Which means most efficient use of time and increased profitability
Reduced sales cycle – Which means most efficient use of time and increased profitability
System for maximising existing accounts – Which means reduced costs of sales
A complete presentation structure – Which means increased motivation and confidence of the sales team
Equipping Tools for Improvement
By equipping participants with the tools to improve their performance we are able to improve the measurable results for them.
This also lifts their confidence and personal satisfaction.
We know that confidence in salespeople comes from having a good grounding in product knowledge and sales processes and systems to follow.
This in turn creates enthusiasm – the key element for all successful salespeople.
Studies have shown that at any one time only:
5-10% of your potential market are actively looking for a solution that you can provide.
The other 90% whilst they may have a need for your products and services are not actively looking.
This means the greatest potential for growth for your business comes from proactively working on this part of the market.