Many have been looking for that magic approach to selling with no success throwing their hands up in despair, shaking their heads and saying it must take that personality, that voice to sell. Some of these people have been looking for the proverbial one-size-fits-all selling formula which, on the face of it, can't exist in a sales environment.
Selling is a complicated field and getting more complicated all the time (e.g. you have niche marketing and now the internet). Therefore you need a system that combines a rigid approach with a flexible one to service your customer.
It's like taking clay and fashioning it to people's liking. You need the clay to make the statue, but you can make the statue in many different ways to suit people's tastes. Therefore, like clay, you need selling basics to start with (e.g. the words you use), BUT how you use those basic tools with your prospect can make a big difference in your immediate and future sales.
My system does combine a rigid with a flexible approach to fit the customer so while it may seem like a one-size-fits-all approach, it isn't because it lets the customer adjust your presentation to suit him or her. So, in effect, you can describe my system as the ultimate in niche marketing presenting to the consumer as the system can't be improved upon.
It's worthwhile to compare my system with another contributor to this website, Jacques Werth, with his High Probability Selling system. Here are the similarities with the differences.
1) JW: Seeks candidates for high-ticket items.
Mine: Seeks candidates for all products, services and offers.
2) JW: Seeks to catch prospects at the right time to avoid
wasting time with those not ready to buy.
Mine: Puts many people in the mood to buy that otherwise
wouldn't so the time is NOW (similar to direct response).
3) JW: As I understand it, successfully trained many people to sell
(I don't have figures for this).
Mine: Currently, 100% success with those who applied my
system (limited it to those who requested my help).
4) JW: Each step of his program builds upon the previous one.
Mine: A simple 3-step process which would take me less than
10 minutes to teach, the second step builds on the first
while the third step builds on the second.
5) JW: Doesn't specify whether all salespeople can benefit from his
program (outside of the restriction that his program is good
for high-ticket items).
Mine: Doesn't recognize a sales personality nor voice.
(if I'm off in any area with my comparison, I apologize beforehand).
In the entertainment business, you have thousands of successful performers. No one has ever been able to come up with a magic formula that says this person will become successful while the next one doesn't. So why should there be a sales personality while a performing personality doesn't exist?
Any questions?
