The Sales System That Always Works

In this article we look at the 6-step selling system that always works ...

by Martin Aranovitch

According to Michael Gerber, author of the best-selling business book "The E-Myth: Why Most Small Businesses Don't Work And What To Do About It", a selling system is a fully orchestrated interaction between you and your customer that follows six fundamental steps:

1. Identify specific benchmarks (consumer decision points) in your selling process
2. Script the words that will get you to each of those consumer decision points successfully
3. Create all the various materials that will be used with each script
4. Memorize each benchmark's script
5. Deliver each script in identical fashion
6. Allow the system to do its work, while you communicate more effectively by watching, listening, hearing, acknowledging, understanding and engaging fully with the prospect.

Now, until you actually try to build and implement a selling system that follows the exact steps describe above, you won't appreciate just how powerful and effective the system really is or just how much detail is required to make everything work seamlessly.

What I do want to cover in this article, however, is give you a brief overview of Step 1, which is to identify specific benchmarks (consumer decision points) in your selling process.

There are 4 specific benchmarks, or consumer decision points, in the traditional sales process ...

Read the rest of the article here: Selling System

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At Sales-Are-Up.com we are committed to helping small business owners sell more products and services through the development of effective and affordable sales systems, sales tools and sales training education materials.

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