A system of selling?

[Guest]

As most of you may have witnessed, I've butted heads with many on this site about promoting the importance of sales training and the utilization of a system of selling.

I have come across a great quote from someone I think we all respect, that I'd like to share.

"If you don't have a selling system of your own when you are face-to-face with a prospect, you will unknowingly default to the prospect's system. The prospect's system never says: 'Sold.' It says: 'Salesperson loses.' "

David H Sandler

New bees usually do not have a selling system of their own and repeatedly fail. They ask for advice and receive sometimes vague, sometimes priceless guidance.
While they may be able to discern the gold nuggets, it's usually difficult to accurately translate the advice properly and then successfully apply it in the real world.

There's a major problem if a large amount of new agents fail and quit in 90 days. And it's easy for the lifers to say "it's not for everyone" but how does one find out if it's for them if they don't have or take a fair chance?

 

[dmiller90]

As most of you may have witnessed, I've butted heads with many on this site about promoting the importance of sales training and the utilization of a system of selling.

I have come across a great quote from someone I think we all respect, that I'd like to share.

"If you don't have a selling system of your own when you are face-to-face with a prospect, you will unknowingly default to the prospect's system. The prospect's system never says: 'Sold.' It says: 'Salesperson loses.' "

David H Sandler

New bees usually do not have a selling system of their own and repeatedly fail. They ask for advice and receive sometimes vague, sometimes priceless guidance.
While they may be able to discern the gold nuggets, it's usually difficult to accurately translate the advice properly and then successfully apply it in the real world.

There's a major problem if a large amount of new agents fail and quit in 90 days. And it's easy for the lifers to say "it's not for everyone" but how does one find out if it's for them if they don't have or take a fair chance?

Just some quick advice, I think we all have heard and read enough about your sales topics. It gets real old

 

[xrac]

.....There's a major problem if a large amount of new agents fail and quit in 90 days. And it's easy for the lifers to say "it's not for everyone" but how does one find out if it's for them if they don't have or take a fair chance?

Why is there such a high failure rate. Here are some of the things that come to my mind:

(1) Lack of training. Most of the training provided is product training not sales training. There is almost no sales training with some exceptions.
(2) No mentors. Some skills are more taught than caught. To be a plumber my son spent six (6) years working with an experienced journeyman before he was given the clearance to be on the job without a journeyman's oversight. Contact the MDRT about there mentorship program and you will find that there is no help there for you.
(3)Predatory companies. These companies prey on the consumer with shoddy, overpriced, misleading offerings and they prey on the agent by over promising and under delivering. Some of these companies intentionally wash out the agents so they can keep the production and renewals they have attained. This is the business model for many companies. I can name a bunch can you?
(4)No system. There I said it! Robinaro are you happy? One needs to adopt a system or process and follow it religiously. It can be a system of ones own devising or something like Sandler or Goodman or OCS or whatever. Once most agents burn up their contacts then they fail because the have no way to keep the pipeline full.

 

[Guest]

Just some quick advice, I think we all have heard and read enough about your sales topics. It gets real old

This is not my sales topic, and if it gets old to you, all you have to do is skip my posts

 

[Guest]

Why is there such a high failure rate. Here are some of the things that come to my mind:

(1) Lack of training. Most of the training provided is product training not sales training. There is almost no sales training with some exceptions.
(2) No mentors. Some skills are more taught than caught. To be a plumber my son spent six (6) years working with an experienced journeyman before he was given the clearance to be on the job without a journeyman's oversight. Contact the MDRT about there mentorship program and you will find that there is no help there for you.
(3)Predatory companies. These companies prey on the consumer with shoddy, overpriced, misleading offerings and they prey on the agent by over promising and under delivering. Some of these companies intentionally wash out the agents so they can keep the production and renewals they have attained. This is the business model for many companies. I can name a bunch can you?
(4)No system. There I said it! Robinaro are you happy? One needs to adopt a system or process and follow it religiously. It can be a system of ones own devising or something like Sandler or Goodman or OCS or whatever. Once most agents burn up their contacts then they fail because the have no way to keep the pipeline full.



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Nice points, and for the record, I'm not looking for validation, just wanted to create awareness to this problem so that others can benefit from it.

 

[somarco]

Training can help a rookie but it won't make them successful. All the training in the world does not noticeably affect the success or failure of an agent.

If training was the key, no one with NYL or Mega would ever fail.

 

[Crabcake Johnny]

While training won't make you successful, the lack of it is guaranteed failure.

 

[moonlightandmargaritas]

It's one piece of the puzzle.

 

[Crabcake Johnny]

And without all the pieces you never have a completed puzzle

 

[Guest]

We all agreed prior to this post that it's not one thing that makes you successful.

Of course not, but John has great insight, you're virtually guaranteed to fail without training. Which possibly would a newbie want? A guarantee to fail or a chance to survive and thrive?

Also, I've had many trainers over the years, some great, and some must have had a relative in the president's chair. There are many who add value. And I don't mean the motivational speakers who say "attitude is everything" and "I think I can." I mean the coaches and leaders who educate and instruct you so you avoid the costly errors that they and others have made through trial and error to get to where they are. And in turn get you where you need to be and where they would like you to be. Great trainers like to see people succeed because it's a reflection of themsleves.