Why You Need a Sales System
If a salesperson follows a proven, tested, selling system there is a 93% chance of making the sale. Without a system, the odds drop to 42%
Why?
Because a tested, proven sales system directs the sales professional's attention to the entire sales process. Most sales professionals hyper-focus on the end stages of the sale and neglect the early stage actions…or, they leave them entirely up to chance.
Without a sales system, most sales professionals:
- Fail to prospect with focused, systematic effort
- Fail to fully qualify leads, wasting prime time calling on unqualified prospects
- Fail to investigate sales leads prior to the first meeting
- Waste the most crucial 3 minutes of the sales meeting with small talk
- Launch into a needs-based pitch without uncovering deeper client motivations
- Fail to engage the client's deeper motivations, emotions and imagination in the demonstration and application phases of the sale
- Wait until price negotiations and closing the sale to really think about how to set themselves up for success
If you think of sales as a six-stage process, as The Brooks Group does with our IMPACT Selling® process, then most sales people tend to focus 95% of their energy on the last two steps: Convince and Tie-it-up, commonly thought of as the “claim-proving” and “closing” phases of the sale.
Implementing the IMPACT sales system refocuses that energy onto the early stages of the sale which determine and establish the sales relationship - it's the relationship that determines whether or not you'll even have the platform to persuasively convince the prospect!
Managing Your Sales Force with a Proven, Adaptable Sales System
With a proven, systematic sales system in place, sales professionals can effectively channel their time and energy into activities that have the greatest impact on sales success, and sales managers can finally coach their sales team on how to best manage the sale and sales pipeline.
And because the IMPACT system is based on the natural milestones that all buyers move through in purchasing, it is both intuitive to learn and adaptable to any sales situation. In fact, The Brooks Group specializes in tailoring the IMPACT sales system to clients' exact needs and helping them to rapidly implement the system throughout their sales force.
Learn more about how to get started with The Brooks Group.
Or contact us to have one of our Sales Consultants explain our process and your many training options.
