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Originally Posted by SpeedRacer
I would be interested in hearing of any system that doesn't follow the structure you outlined. Is there such a system?
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Yes.
Up until the advent of consultative selling, most "systems", primative as they were, were from a
first person (position) perspective. The concentration was on proactively initiating elements of persuasion to influence an almost faceless second person with little regard for examining the unique circumstances of that second person.
Consultative selling, which includes methodologies like SPIN (Rackham) or Buying Facilitation (Morgen), and the work of Hanan and others, were from a
second person (position) perspective. The idea has been to focus on the unique circumstances of the prospect (the second position) and implement strategies which were inherent in the system.
There is a more advanced methodology which works from a
third position perpective. In effect, the individual doing the selling is playing two roles, that of the implementer of sales strategy and tactics, and, that of observer of both first and second position.
Admittedly, many journeymen salespeople are observant and objective. But selling from the third position perspective is literally that. You are observing and directing the scenario from a feedback-response vantage point--like a mouse in the corner.
I don't know if such a system could be easily taught. I don't believe it could.
