No matter how big or small your business is and no matter how high or low sales are right now, there is something you need, badly. And that is a selling system. All firms are careful to have elaborate accounting, production and transport systems. And yet there is no system to handle
most important aspect of all – sales.
Nothing moves until a sale is made, remember?
Systems make work easier. A selling system guarantees any business a steady flow of new and repeat customers. The introduction of a selling system has changed fortunes, literally overnight. Sample these brief case studies;
A struggling monthly magazine was on verge of shutting down when they took on a consultant who introduced a simple system to sell advertising space (the main source of revenue for business magazine.) Within 2 months, magazine was turning a profit and within one year sales increased by over 500%.
In mid eighties nobody believed it was possible to sell computers in cash-strapped Africa. People not only didn’t know how to use them but even if they did where would they find cash? The result was that computer dealers sold very few computers, mostly to large companies, at obscenely high profit margins. A new company entered market with a simple selling system that involved packaging a low cost entry-point computer. They sold so well that they revolutionized entire market forcing margins to come down dramatically.
A well-established energy firm specializing in solar was doing very well but wanted to do even better. They reluctantly hired a consultant, more out of curiosity because they did not believe what he was saying about selling systems. The consultant quickly discovered that real “hot button” for solar consumers was being able to run a Television. He thus created a selling system that linked solar to most popular soap in country at time. Sales increased by over 50% in a single month.
