Hostage to a Selling System

What happens when the selling system that was supposed to serve us becomes our master? We become trapped in a dogma that makes us feel like we are doing something right even though we may be getting less than optimum results from the system.

You may have heard me say, “even when we think we don’t have a selling system, we typically have a selling system.” You may not have gone through formal training in a selling system like Sandler (which I taught for 5 years), SPIN or Xerox. But if you closely examine your selling habits, you will notice a pattern that you and your organization repeat. Such a system can help, of course. But it can also become a hindrance when we forget why it is there in the first place and for what purpose it was invented.

There is an alternative: a non-system. I have put it together based on over a decade of my experience working with salespeople and various selling systems. I have laid it out as best I could in a recent article on selling systems.

I am the first to admit: It may not be the right thing for your organization just yet. It’s designed for those businesses that have tried a few selling approaches but come away disappointed in the end. If your organization has not yet tried a systematic approach to selling, your next logical step may be to try one.

However, if you do have a selling system and find yourself confined to a ceiling in revenues, profit-margins and profitability, you may want to consider the possibility that your selling system is part of the problem, not solution.

Don’t take my word for it, however. Follow the link below, read what I have to say and then make up your mind.

>> Read more here: Selling Systems (How they Can Fail Salespeople and What to Do About It)


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