{"id":1113,"date":"2007-08-06T14:25:38","date_gmt":"2007-08-06T19:25:38","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/new-article-the-structure-of-a-selling-system\/"},"modified":"2007-08-06T14:25:38","modified_gmt":"2007-08-06T19:25:38","slug":"new-article-the-structure-of-a-selling-system","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/new-article-the-structure-of-a-selling-system\/","title":{"rendered":"New Article &#8211; The Structure Of A Selling System"},"content":{"rendered":"<p>Part 2 in our 3 part Proactive Sales Management series has been released.&nbsp; It is titled <a href=\"http:\/\/www.selectmetrix.com\/Articles\/2007\/Article_Structure_of_a_Selling_System.html\" target=\"_blank\">The Structure of a Selling System<\/a> and continues the homebuilding&nbsp;analogy by comparing a selling system&nbsp;to the framing of a house.<\/p>\n<p>Just to give you a taste:<\/p>\n<blockquote>\n<p>It took me awhile to understand what was going on and why some of the things I was required to do were important.&nbsp;The key to the training was to understand and use a proven sales process. Tom assured me of success if I stayed within this structured approach. He also assured me I would fail if I didn\u20ac\u2122t use the process and techniques that had been refined by those who preceded me in this role.&nbsp;Tom told me repeatedly, \u20ac\u0153This structure and approach works.\u20ac\u009d <\/p>\n<p>As an example, here are some of the questions from Tom\u20ac\u2122s structured system: <\/p>\n<ul>\n<li>\n<p>What lead them to consider our product or service?<\/p>\n<li>\n<p>Who are the people making the decision? &nbsp;Are their any hidden decision makers?&nbsp; What does the decision-making process look like?<\/p>\n<li>\n<p>How will the purchase be financed?&nbsp; Sale, lease? Any special terms &amp; conditions?<\/p>\n<li>\n<p>When will delivery be required?<\/p>\n<li>\n<p>What other are products are being examined?&nbsp; What attracted the buyer to those products?<\/p>\n<li>\n<p>Does the ROI make sense?&nbsp; Has a cost justification been made? Is one required?<\/p>\n<\/li>\n<\/ul>\n<p>A funny thing happens to reps when they get asked these questions consistently \u20ac\u201c they go out and qualify the information from their prospects (as I learned to do). As Tom would say, \u20ac\u0153Everything in this structure will have to happen at some point in the sales cycle. You might as well do it now, rather than later, or when it\u20ac\u2122s too late. Spend your time on deals that will happen, don\u20ac\u2122t waste your time on deals that won\u20ac\u2122t, or on deals we don\u20ac\u2122t want.\u20ac\u009d<\/p>\n<\/blockquote>\n<p>As they say, <a href=\"http:\/\/www.selectmetrix.com\/Articles\/2007\/Article_Structure_of_a_Selling_System.html\" target=\"_blank\">read the whole thing<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Part 2 in our 3 part Proactive Sales Management series has been released.&nbsp; It is titled The Structure of a Selling System and continues the homebuilding&nbsp;analogy by comparing a selling system&nbsp;to the framing of a house. Just to give you a taste: It took me awhile to understand what was going on and why some of the things I was required to do were important.&nbsp;The key to the training was to understand and use a proven sales process. Tom assured me of success if I stayed within this structured approach. He also assured me I would fail if I didn\u20ac\u2122t use the process and techniques that had been refined by&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/08\/new-article-the-structure-of-a-selling-system\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[18,4],"tags":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-hX","jetpack-related-posts":[],"_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1113"}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1113"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1113\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1113"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1113"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1113"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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