Do You Need A System To Sell

Ever since I can remember I have had trouble
"fitting in." I'm sure that most of you know what
I'm talking about. In school I wasn't part of any
cool group. I wasn't athletic, couldn't sing, and
wasn't particularly interested in anything being taught.

I went in the army and found out I wasn't suited
for that very quickly. Then I had some jobs that
weren't exactly suited for me.

I sort of fell into the sales business, which I liked.
At some of the companies I worked for they had
what was called a selling system. There was a
written script that you memorized, and you gave
canned answers to questions that popped up.
Sometimes it worked, and sometimes it didn't.
It surely got to be boring after a while.

Then I started my first company, wearing all the
hats, and let me tell you, it was anything but boring.
I had success, and I had failures, and luckily I had
more successes than failures. After seven years I
sold that operation and moved on to other challenges.

I started my second company a little over four
years ago, and it has become very successful. Do
I have a system? Yes, and no.

In the beginning of this company I instituted certain
financial systems that I follow to the letter. I have a
filing system. But as far as sales are concerned I
have no canned pitch, and no list of canned
situational replies.

In sales I follow my instincts, and the principle of
harmony. I don't have anything written down, and
just speak what's on my mind. After listening to my
prospect reply, I just try to harmonize our points of
agreement, and ask for the sale.

Then I make sure I complete the sale, which is
important. You aren't finished until you have
completed all the paperwork, and collected the check.

As soon as I have the check in hand I start
"The Service."

The Chinese say, "To serve is to rule." And
believe me, when it comes to service, I rule.

That is the key to my success. Not some silly selling system.

From the big saddle,

Jim Whelan
The Chairman of the Board

P.S. "Serve your clients well, and they will serve you."

thejamesrwhelanagency.com
206 407 3124