Which sales skills process or system should I use?

I was asked a great question today and I thought that it was worth posting here as the answer is relevant to all salespeople. Some trainers and speakers might not like my answer but hey, I never said I was here to be liked!!!

Question: Are there any particular selling systems that you advocate or follow?

That’s a great question and the answer is, “Yes, the Ingham Sales System”! It’s available in different chunks and each chunk has a name  i.e. “No Fear Cold Calling”, “Professional Selling Skills”, “Sales Negotiation Skills” etc.

If you are referring to the “sales process” bit - I cover that in the Professional Selling Skills programme.

They all work with problems, pain and needs…

When you look at all of the systems you can get very confused. They on first sight will appear very different but when you get down into them, they are (mostly) coming from the same place. Whatever you call it they all work with problems, pain and needs – it’s just the semantics that change. Clearly, it can be in the interests of the individuals selling these programmes to “big up” the differences.

Certainly, there are some things in some systems which are not in others but mostly it is more of a case that one system will have a name for something which another system doesn’t therefore it’s easier to differentiate.

Different people will achieve better results with different styles…

There are many reasons for this – personal taste, style of teaching, ability of the trainer / coach, experience, mindset and whether the individual salesperson is ready to commit to working on the process.

I have worked with individuals in the same industry who rave about different systems but sell into the same clients – “go figure”. I have also worked with individuals who think their success is down to a particular system but they just ‘aint using that system!!

Sales and selling is not that complicated…

Sales is not that complicated, it’s just that most people fail to put the work in! Top salespeople pull from all of the best systems but… you can’t go “freestyle” until you know the basics.

As a final point, I would say that it is worth looking at the different systems, the trainers, their approaches and making your call but once you have made that decision, stick with it until you are “doing it”. Don’t look at any others until you know and breathe your own process as this can just confuse.