HTSS186 - Sales systems and processes are required to be a closer- Scott Sylvan Bell

How sales systems and processes help you close more deals 

You listen to enough successful people it's all about systems and processes. This framework is used to get consistency in their life. You can look at interviews with billionaires and or highly successful people. They have a repetitious element for the most part. Most salespeople early on look at systems, processes, and routines as a detrement. 

Systems and constraints 

Look at management as a system even though there are constraints they help. Looking at the numbers is a system, using time is a system, setting up funnels is a system and having the right managers is a system. Look at how many systems are out there.  Some systems are better than others. Some systems are more difficult and time-consuming. You have to find the right ones to help you and push you. If you don’t have a system and process you have one by default – not having a system is chaotic and sporadic. 

Systems and processes are everywhere in sales 

The commission structure is a good example of a system. This is all about steps and actions.  look for where you do well and struggle. Look for the places where you struggle that can have the most impact. You have to work towards consistency. It will difficult in the beginning, what you need to know is most people give up. 

Why closers have systems in sales 

When you watch closers in sales it doesn’t look like they have a system. One of the most common concerns, when salespeople work with closers, is “it just feels like they are talking” that’s a closers system. Most salespeople say they want the freedom of random presentations and then complain about the results they get.In the beginning, you do have to learn how to use scripts, word tracks, and stories until they become second nature.

• If you work out and you want the max results you have to have a system
• If you drive a race car you have to have a system for max results
• If you do your taxes you have to have a system for max results
• If you do a diet you have to have a system for max results

How to figure out your system

You do need to take the time to figure your system out. You may have to ask people for help t find your way. 

• Use one already built and stick to it
• Pay someone to build one for you
• Try to come up with one on your own

The challenges are:

• We fight for autonomy
• We don’t like constraints and being told what to do
• We get bored
• Without guided practice, we get off track

A few examples of systems in your personal life – high examples :

• What time you get up -
• How you work out
• The food you eat
• How much sleep do you get
• The training  you are willing to take