The TE Quote:

“If you don’t have a selling system of your own, when you are face-to-face with a prospect, you will unknowingly default to the prospect’s system.”
- - David Sandler

Mistake #11

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Mistake #11
Your Business Does Not Have a Well-Defined Sales System
Page 66

“Sales” is different from “Marketing”. If your organization combines the two efforts into “Sales & Marketing”, please STOP! They require very different skill sets. For you baseball fans, consider marketing your starting pitcher and sales your closer.

Marketing = Prospecting = Priming the Pump (as addressed in Mistake #9)

Sales = Turning a prospect into a customer that ends with a check in your hand.

  • Do you have a formal sales system or are you winging it?
  • Do you use sales scripts?
  • Do you provide ongoing training, support and motivation for your sales team?

IN THE BOOK I discuss how to build your own sales process.

One Possible Solution Offered in The Termite Effect:

  • If you do not do so already, ride shotgun with your sales people. Critique their performance. Make sure they are listening to the prospect. Ensure that they are not missing buying signals. Do they have the necessary product knowledge? How well do they articulate the benefits of your products or services? Review and debrief each sales call with them.