{"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":"https:\/\/selectmetrix.com\/blogs\/2007\/08\/new-article-the-structure-of-a-selling-system\/","title":{"rendered":"New Article – The Structure Of A Selling System"},"content":{"rendered":"

Part 2 in our 3 part Proactive Sales Management series has been released. It is titled The Structure of a Selling System<\/a> and continues the homebuilding analogy by comparing a selling system to the framing of a house.<\/p>\n

\n
It took me awhile to understand what was going on and why some of the things I was required to do were important. 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. Tom told me repeatedly, \u20ac\u0153This structure and approach works.\u20ac\u009d <\/p>\n
As an example, here are some of the questions from Tom\u20ac\u2122s structured system: <\/p>\n
\n
\n
What lead them to consider our product or service?<\/p>\n
\n
Who are the people making the decision? Are their any hidden decision makers? What does the decision-making process look like?<\/p>\n
\n
How will the purchase be financed? Sale, lease? Any special terms & conditions?<\/p>\n
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When will delivery be required?<\/p>\n
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What other are products are being examined? What attracted the buyer to those products?<\/p>\n
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Does the ROI make sense? Has a cost justification been made? Is one required?<\/p>\n<\/li>\n<\/ul>\n
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
As they say, read the whole thing<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"
Part 2 in our 3 part Proactive Sales Management series has been released. It is titled The Structure of a Selling System and continues the homebuilding analogy by comparing a selling system 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. 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… 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_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_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","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[18,4],"tags":[],"class_list":["post-1113","post","type-post","status-publish","format-standard","hentry","category-articles","category-sales-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-hX","jetpack-related-posts":[{"id":900,"url":"https:\/\/selectmetrix.com\/blogs\/2007\/05\/focus-on-your-selling-system\/","url_meta":{"origin":1113,"position":0},"title":"Focus On Your Selling System","author":"Derrick Moe","date":"May 8, 2007","format":false,"excerpt":"SellingPower.com offers up an interesting article in their CRM newsletter - Is CRM Really Improving Sales Productivity? The short answer is no for a handful of reasons. One item resonated with me: Mike Bosworth, author of the bestseller CustomerCentric Selling (Wiley, 2005) argues that the sales process must be adapted\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"https:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1581,"url":"https:\/\/selectmetrix.com\/blogs\/2008\/05\/5-questions-for-every-sales-manager\/","url_meta":{"origin":1113,"position":1},"title":"5 Questions For Every Sales Manager","author":"Derrick Moe","date":"May 20, 2008","format":false,"excerpt":"A good article here from Selling Power titled Five Questions Every Sales Manager Should Be Able to Answer.\u00a0 The questions are spot on, but pay special attention to number 3 (my editing): Which lead sources result in the highest percentage of closed deals? Do you know where your best leads\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"https:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1163,"url":"https:\/\/selectmetrix.com\/blogs\/2007\/09\/new-article-released-the-finishing-touches\/","url_meta":{"origin":1113,"position":2},"title":"New Article Released – The Finishing Touches","author":"Derrick Moe","date":"September 4, 2007","format":false,"excerpt":"Mike Cardinal has released the final article in our Proactive Sales Management series titled The Finishing Touches.\u00a0 This article completes our 3 part Summer series which defines 3 basic steps in structuring a sales department that acts, well, proactively instead of reactively. An excerpt: A simple but effective way to\u2026","rel":"","context":"In "Articles"","block_context":{"text":"Articles","link":"https:\/\/selectmetrix.com\/blogs\/category\/website\/articles\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":811,"url":"https:\/\/selectmetrix.com\/blogs\/2007\/04\/the-need-to-cross-sell-accounts\/","url_meta":{"origin":1113,"position":3},"title":"The Need To Cross-Sell Accounts","author":"Derrick Moe","date":"April 9, 2007","format":false,"excerpt":"Team-based selling has become a dominant trend in the sales world due in large part to the information flowing through the Internet.\u00a0 Prospects expect knowledgeable salespeople to call upon them - the basic information they can (and probably have) learn from your website.\u00a0 ManageSmarter.com offers this article - Cross-Selling Takes\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"https:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1121,"url":"https:\/\/selectmetrix.com\/blogs\/2007\/08\/sales-traits-series-developing-others\/","url_meta":{"origin":1113,"position":4},"title":"Sales Traits Series – Developing Others","author":"Derrick Moe","date":"August 9, 2007","format":false,"excerpt":"This week we focus on a critical sales management trait. We often encounter sales managers who attempt to sell first, manage later. This approach may pay short-term dividends, but the long-term effect is an underdeveloped sales team. We always look at this measurement when hiring sales managers. 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