Reasons for Using a Defined Selling System

By David Frank

Last month in this newsletter, we discussed the 21 Core Competencies that most all successful sales people have.  One of the core competencies discussed was the need to have written goals and a plan of action to attain those goals.  However, we need some sort of “selling system” as well.  Below are reasons for and the benefits of having a defined selling system.

• A system keeps you on track during the sales call.
  
• It saves you time on the call.
  
• Selling costs escalate and eat up a lot of resources without a defined system.
  
• We spend a lot of money and time on sales opportunities that have very little chance of succeeding.
  
• We jump to solutions that have no impact and are not what customers need.
  
• A system enables you to strategize sales opportunities by using a common language.
  
• It enables you to recognize problems and make appropriate changes. 
  
• Following an effective selling system makes you a more effective and professional salesperson. 
  
• A system allows you to duplicate successful techniques and eliminate unsuccessful ones. 
  
• It focuses all of your energy on your prospect, not on what you will do next. 

About David Frank

David Frank, president of Knowledgeworx, Highlands Ranch, CO,  is known as “the high impact speaker who motivates.” Every year he presents over 100 seminars specifically designed for the cleaning industry. He is a nationally recognized authority with over 25 years of experience in cleaning system design, motivation, leadership, facility management, indoor air quality and numerous other topics for cleaning organizations.

Frank is an active member of the International Sanitary Supply Association who has served on the Indoor Air Quality committees for the Carpet & Rug Institute and Underwriters Laboratories to establish standards for healthy building designs, cleaning standards, and environmental remediation. He brings a wealth of information, ideas, and knowledge that will take your organization to the next level of business development.  He may be reached at 303-906-1818.

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