I shouldn't be too surprised that my fair skinned wife, a Tacoma, Washington native of German heritage could fix the best tasting Baja fish taco I've ever tasted. It wasn't the cook, although I will never tell her this, it was the successful recipe she followed. The same is true with selling. It isn't the salesperson; it is the selling process they follow.
The Recipe For Sales Success
Months ago, I was interviewing a struggling salesperson who was enjoying sales, but didn't like the up and down roller coaster sales results. My goal was to uncover the root of the problem. Following my instincts, we began talking about her selling process only to discover that she didn't have one. We began talking about her successful selling experiences and tracing her steps to the sale. I asked her to carefully retrace each of her sale successes, so I could map them out for her. We did this for several sales to confirm my suspicions. What she didn't realize is that she was following a consultative, solution selling process each time she was successful. Naturally, she was elated to discover her recipe for selling success. We mapped out her selling process like a road map to success, so she wouldn't get lost in difficult selling situations.
As a result of her discovery, she began following her sales process for every sale and her roller coaster ride in sales ended. As her confidence grew, she mastered her selling process. Nothing could get her off track from following the six steps to the sale. She also began applying the magical seventh step of getting referrals, which boosted her success off the charts.
Automating the Selling Process Delivers Greater Results
I lost track of my sales student when she took a new job as sales manager for another company. She would enjoy learning how the Selling Magic selling system automates the process she used to correct her ailing sales. She is a perfect student for the system. She learned that following a recipe for success is better than winging it and she would appreciate the advantage of technology to perform her daily tasks.
It is unfortunate that the business owner of the company she worked for won't return my telephone calls. I want to introduce the Selling Magic selling system to him, so he will never have to worry about a salesperson leaving again. Why, because my automated selling system follows the selling process and is tied to the company not the salesperson. If the salesperson leaves, the system stays and it is the Selling Magic system that follows the selling process. Actually, in many cases a salesperson will find it difficult to leave a selling system that does 80% of the work for them. We invite you to learn more about our selling process and our automated selling system.
Steve Martinez is the leading authority on automating and systematizing the selling process for the Printing Industry. His company, Selling Magic, LLC teaches business how to simplify, balance and automate the complex selling process. http://www.sellingmagic.com
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