Close the Door on the Close One of the reasons salespeople get a bad rap is because most people associate sales with a hard close. No one wants to be manipulated or pressured into making a decision that they may come to regret. Buyers don’t like a hard close, and the truth is salespeople don’t either. I’ve heard countless people say that they aren’t cut … Read more
Tactical v. Strategic Selling Tactical selling Tactical selling is what you do when you are with a customer. Tactical selling is about doing things right; it’s about action; it’s about execution. A tactical selling system provides structure for the sales conversations that move a customer through the buying journey. A prescribed process for delighting the customer and ensuring that buyers become promoters is vital to … Read more
How to Tell if You Need a Strategic Selling System Sales can be accomplished through a range of sales models, each of which has an associated cost. Generally, as the complexity of the sales cycle increases, more customer intimacy is required and the cost of the sales model increases. Self-service: For small transactional purchases a web site that allows the customer to research and even … Read more
7 Steps to Customize Your Sales System One size fits nobody, especially when it comes to sales. I have taught the High-Tech Sales Model to hundreds of salespeople, but I tell every single one to tailor the system to their company. If you are a sales leader, I suggest starting with a proven sales process, and then gathering your top sales thought leaders for a … Read more
The Evolution of Selling Systems The first documented selling system, developed by John Henry Patterson at NCR, used the following basic process: Present Handle the inevitable stalls and objections Close This process held for nearly a century until a behavioral psychologist named Neil Rackham spent 12 years observing and documenting the difference between most salespeople and top salespeople. He described some of his findings in … Read more