We hear it all the time: “I have my own style of selling.”
Or from sales management: “I let my salespeople do their own thing. As long as they’re bringing in business, I don’t care how they do it.”
While these “lone wolves” may survive, or even thrive, in sales, those with a selling system are much more consistent, efficient, and manageable.
Here are three specific reasons you (and/or your sales team) need to implement a selling system.
A system ensures consistency. Not just in selling, but in any situation. Manufacturers have systems in place to ensure products come off the line the same every time. Nurses have systems to make sure they provide the most consistent care possible. Fast food restaurants have systems so you get the same burger in Dallas as you do in Cleveland.
When you follow a selling system, the process (and outcome) is predictable. Over time, you learn if you make 50 calls, you’ll get seven meetings. And, those seven meetings will result in two closed deals.
A selling system ensures accountability.
When you “do your own thing,” it’s very difficult to track results. But, with a system, there are specific tasks and goals connected to your success. The salesperson and the sales manager are guaranteed to be on the same page, and both are accountable to the system.
A selling system makes the sales process much more efficient. With consistency comes efficiency.
If you change up your sales call every time you walk into a prospect’s office, there’s bound to be wasted time and effort. When you swing from the hip in your follow up, you’re guaranteed to waste time and miss opportunities.
When you have a system in place, each task takes less time, begins to come naturally, and generates more predictable results.
We all use a selling system of some sort. Your system may be to do your own thing. But, when you choose to implement a true selling system, results are more consistent, you become more accountable, and your days, weeks, and months will be more efficient.
Sandler Training provides the most consistent, efficient and accountable selling system out there and has so for over 50 years. Feel free to reach out to Ken Guest to learn more at 330-929-9449 or ken.guest@sandler.com.