When I was selling for among the biggest pharmaceutical companies on the planet six years back, a huge emphasis was given on salesperson to follow along with a strict code of sales model. The model consists of seven steps process and each sales personnel are ranked by competency in executing each step.
3 years ago the company I caused offered a voluntary separation scheme. I took it and finally turn out to be a freelance sales person. I think it is very fulfilling to work this way but what I have discovered all these years propel me to come up with a system; a design if you will, on the selling process.
I reckon my situation just like a glass. A glass includes a shape and capacity, and may be used to drink any kind of beverages. Rather than this link it limiting, the glass is really freed me from having to take into account how to take pleasure from my personal favorite drink. It is really a matter of perspective; produced from the exact same issue.
As opposed to taking into consideration the model as limiting, I contemplate it as a thing that freed me from needing to develop program or scheme on what I would approach a selling situation. In reality, in the fast-moving world of freelancing, those with an established, workable system will end up winners; in term of reputation and profit.
My last assignment with my last company had brought me to one specific, proven and simple style of selling. It absolutely was predicated on a quite strong research that has been done ten years earlier. The main difference between this model and countless others is that it requires no closing techniques.
The reason for that is closing dissipates more energy than any other sales activities and it often brings about the greatest factor that hinders sale which can be rejection. It's interesting to note that when the focus was shifted from closing activities to starting a sale, rejection rate declines significantly and salesperson energy increases.