What is your selling system? (does your rep. have one?)

Example of a selling system……

Bought a car recently?.......You may recognize the selling system (below)?

           Do you have a SYSTEM for your sales effort? If not,  why not? Your system should be documented in the sales manual and updated by the sales manager, as new, more effective strategies are evolved. More.....when you have new sales people join you, you can pass along the "baton" of (sales) knowledge, rather than expecting the new recruit to teach himself from scratch. Save expensive training time & sell more, faster.

• Greeting and qualification--the salesperson will welcome you to the dealership and begin the process of qualifying your intentions, budget, and ability to purchase.
• Product presentation--generally takes place on the showroom floor. The salesperson will give you a "walkaround" presentation of the model in which you are interested.
• Demonstration drive--the salesperson will always attempt to accompany you. They will continue to sell the features and benefits of their car.
• Service walk--you will get an opportunity to see the service department while the salesperson extols its virtues.
• Refreshment--the salesperson will offer you a cup of coffee, usually from a vending machine. Why? Because the action of buying you a cup of coffee will "obligate" you to them, and a hot cup of coffee is best placed on the SALES desk. 
• Closing booth or desk (do you see the flow here?) It is here that the salesperson will generate a "worksheet" where the prices can be negotiated. After the worksheet is filled out, the salesperson may leave you "to check to see if the car is available." What they are really doing is touching base with the manager to fill him or her in on what has transpired with you thus far.
• Negotiations--the dealership will almost always begin negotiations at full list for their car and a minimal amount for your trade.
• Counteroffers--the goal here is to wear you down with small counteroffers.
• T.O.--The "turn-over"--if the salesperson is not able to "close" you, a sales manager will arrive to continue negotiation.

ADAPT the above system to your own specific product /industry/customer type.

The important thing is that your sales person has a selling system. Too often sales people  ’just wing it’, and lose you profitable business.

Chris Wilkinson.                              

Certified Business Behaviour & Attitudes Analyst.               

Business Coach.

Tel: (905) 275-2907 (Mississauga), Canada.

E-mail: buspilot@bell.net