The Selling To The Point System
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The slides describe the traditional sales training model and its unintended consequences. Traditional training focuses on salesperson effort and productivity but often backfires by causing salespeople to overtry to sell and control the customer. This interferes with the customer's decision-making and needs, resulting in low buying quality. The problem becomes addictive as salespeople try even harder to control the situation without understanding the real reasons for lack of buying. The solution is an approach focused on the customer's buying process and needs rather than salesperson control.
The Selling To The Point System
- 1. Slide #1 of 4 Traditional Sales Training Model Salesperson Productivity Salesperson Effort
- 2. Slide #2 of 4 Traditional Sales Training’s Actual Outcome Sales Productivity Salesperson Effort Toward Selling
- 3. Slide #3 of 4 Unintended Consequence of Traditional Sales Training Sales Productivity Salesperson Effort 1) Salesperson Over-Tries to Sell (3) Problem Reinforces itself-(Addiction) a) Salesperson is unaware of Customer’s real reason for not buying b) Salesperson analysis of result is flawed c) Salesperson tries harder to exert even more control. (2) Result in Low Buying Quality a) Lack of Customer Motivation b) Lack of Customer Attraction to Product c) Compromised Decision-Making -Overlooks the Buying Process a) Control Struggles with Customer. b) Interferes with customer decision-making. c) Customer is distracted from product awareness. d) Salesperson overlooks Customer’s real needs.
- 4. Slide #4 of 4 Selling To The Point Solution Salesperson Effort Toward Selling Addiction of Control Loop (1) Sales Productivity (2) Better Quality Decision Making a) b) Less Dependence on Salesperson for Re-orders, Referrals. Customer Defends Decision Against Salesperson’s Competitors (2) Low Buying Quality a) b) c) (1) a) b) Salesperson Effort Toward Buying c) Salesperson Gets Out of the Way, Salesperson Doesn’t Try to Control. Salesperson Focuses on Customer’s Real Needs Salesperson Over-Tries to Sell -Overlooks the Buying Process a) Control Struggles with Customer. b) Interferes with Customer Decision-Making. c) Customer is Distracted from Product Awareness. d) Salesperson Overlook’s Customer’s Real Needs. Lack of Customer Motivation. Lack of Customer Attraction to Product. Compromised Decision-Making. (3) Problem Reinforces itself-(Addiction) a) b) c) Salesperson is unaware of Customer’s Real Reason for Not Buying. Salesperson’s Analysis of Result is Limited. Salesperson Tries Harder to Exert Even More Control.