The Brad Miller Show - Growing You, Growing Your Business

Victory Goes to the Business with Superior SELLING Systems

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Victory Goes to the Business with Superior Selling Systems

 

Joe Polish.  I Love Marketing Podcast.  www.Ilovemarketing.com

Episode 316  Zig Secrets:  Sales secrets from one of the greatest salesman who ever lived.

 

  1. Selling is Essential to business success

    2. Nothing happens until someone sell something

     

    I am an entrepreneur!  Define: a person who organizes and operates a business or businesses, taking on greater than normal financial risks in order to do so.

     

    Businesses succeed by making sales

    Businesses fail for lack of sales

     

    2. Selling is not marketing and marketing is not selling

     

    Once your really understand selling – you can be a great marketer, because marketing is salesmanship in print

     

    You can be great at selling and not have a marketing company

    BUT you can NOT have a  marketing company – if you’re not good at selling.

    Sales people can only celebrate – should only celebrate – WHEN?  They make a sale

     

    3. Selling is an acquired skill

    They are no born salesman

     

    Good news…if you stink at selling, you can get better

     

    Get sales training – like listening to this podcast.

     

    Then learn by doing, and doing, and doing…

     

     

    4. Selling is a System

     

    Create your own recipes for success

    Selling habits, methods and procedures

     

    7 Sales Systems

     

    1. The You INC System
      1. Your morning ritual
      2. Your Clothes System
      3. Your personal time management system
        1. Appointments
        2. Daily and weekly schedule
        3. Your TO DO List

          4. 2. The Prospecting System

          • Most SP are really good order takers
          • To get to the highest levels you have to know how to prospect
          • Knowing how to start from ZERO
          • Expecting it to be easy – it’s not easy.  Love the hard
          • There is a formula – Attention!  Interest.  Desire. Close.

            • 3. The Contact Management System

            • Selling is a process – a step by step process.  Therefore you’ll have a lot of people in different steps of the process.
            • A contact mngt system is a must!
              • New prospects – not yet contacted.  They are suspects
              • Prospects you’ve contacted – but still don’t have a appt
              • First appt – discovery and rapport
              • Second appt – presentation
              • Presentation – but no sale yet
              • Sold and waiting for delivery
              • You need a system to manage a lot of prospects
              • The BEST System – is the one you’ll USE!
              • Embrace LOW TECH or Embrace High Tech

                •  

                4. The Proposal Writing System

                 

                • Stream lined process – Process
                • Innovation in your proposals

                  •  

                  5. The Sales Scripts System

                   

                  You, Your Business and The Book.  Connecting the dots between your business Conundrums and Biblical Truth.

                   

                  Proverbs 20:5:

                  New International Version The purposes of a person’s heart are deep waters, but one who has insightdraws them out.

                  Your process discovers – “the purposes of a man’s heart”

                  You are that person of understanding that draws it out

                   

                  Sam Smith –  you can’t sell Sam Smith what Sam Smith buys, Until you can see the world through Sam Smith’s eyes.

                   

                  Memorization is part of the Sales Profession!  A lot of it

                   

                  6. Your Personal Development System!

                   

                  • You are always GROWING – Growing YOU, Growing business!
                  • Leaders are Readers
                  • You are  a life long learner!
                  • If you are a business owner – you are learning ALL the disciplines of business NOT just the technical work
                    • Sales and selling
                    • Marketing
                    • Finance and accounting
                    • Leadership and staff development

                      •  

                      7. A System for ASKING.  Selling is Asking!  Closing!!!

                      1. Asking for an appointment
                      2. Asking for information – asking questions
                      3. Asking for the order

                        4.  

                        BOLDNESS is a key trait of sales people.  Not brashness, but boldness with professionalism and humility.

                         

                        Without boldness – you won’t ask.

                        With Boldness – you ask!

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