Do You Need a System To Sell

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Ever since I can remember I have had trouble "fitting in." I'm sure that most of you know what I'm talking about. In school I wasn't part of any cool group. I wasn't athletic, couldn't sing, and wasn't particularly interested in anything being taught.

I went in the army and found out I wasn't suited for that very quickly. Then I had some jobs that weren't exactly suited for me.

I sort of fell into the sales business, which I liked. At some of the companies I worked for they had what was called a selling system. There was a written script that you memorized, and you gave canned answers to questions that popped up. Sometimes it worked, and sometimes it didn't. It surely got to be boring after a while.

Then I started my first company, wearing all the hats, and let me tell you, it was anything but boring. I had success, and I had failures, and luckily I had more successes than failures. After seven years I sold that operation and moved on to other challenges.

I started my second company a little over four years ago, and it has become very successful. Do I have a system? Yes, and no.

In the beginning of this company I instituted certain financial systems that I follow to the letter. I have a filing system. But as far as sales are concerned I have no canned pitch, and no list of canned situational replies.

In sales I follow my instincts, and the principle of harmony. I don't have anything written down, and just speak what's on my mind. After listening to my prospect reply, I just try to harmonize our points of agreement, and ask for the sale.

Then I make sure I complete the sale, which is important. You aren't finished until you have completed all the paperwork, and collected the check.

As soon as I have the check in hand I start "The Service."

The Chinese say, "To serve is to rule." And believe me, when it comes to service, I rule. That is the key to my success. Not some silly selling system.

Jim Whelan is The chairman of Board and owner of The James R Whelan Agency - The Most Powerful Name in Advertising. Please sign up for his daily free newsletter at thejamesrwhelanagency.com

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