astro posted on May 20, 2010 08:57
Please think for a moment of how much time in class you spent learning your current trade. Now, how much time have you spent going to conferences, reading books, taking webinars, and talking to your peers to sharpen the tools you use for your trade? Now add those two numbers together and write it down in front of you. Now take a moment and think of how much time you spend in class developing professional sales skills. How much time have you spent going to conferences, reading books, taking webinars, and talking to your peers mastering the tools of selling? Please take a moment and write that down next to the other number. Now I'm going to make a wild guess here, if the number on the right is equal to the number on the left I'm going to guess that you are in the top 10% in revenue growth for your industry. Now here's a silly question, which of these two areas is more likely to impact your income in the next 12 months? If your answer was studying sales, then you're going to love this series of articles.Selling is a system just like an IT network is a system. If I configure a network a certain way it will do the same thing for anyone on that network, anywhere in the world, every time.
By learning the sales system outlined in these articles I guarantee your prospects will appreciate the privilege of engaging you as their trusted business advisor. This system will work for anyone, in any language, anywhere in the world, every time.
Here the 10 parts to The MSP Sales and Distribution System-
1. Establishing Competitive Advantage
2. Creating Your Core Story
3. Discovering Your Sales Strengths
4. Establishing Customer Rapport
5. Conducting a Successful Customer Profile
6. Presenting Powerful Solutions
7. Handling Resistance
8. The One Page Closing System
9. Up selling and Cross Selling
10. Making Customers Your Sales force
Next time we’ll do a deep dive on establishing competitive advantage. If someone asks why they should do business with you instead of a competitor you need a quick, honest, and appealing answer. As Jack Welch would say, be first, be second or be gone. Discovering and describing your competitive advantage will be covered next time.