Home
The Habitual Sales System

Habitual Sales System
The Definitions
From Grant W Davis 

   Become A Member
Grant's Bio   

Definitions       

Everyone:  Means every person on the planet.

Suspect Pool:  The first step in marketing is to use demographics to develop a list of suspects that closely match your current clients.  This makes a suspect pool more valuable than a pool that consists of everyone.

Demographics:  Age, location, income, spending habits, profession, time on the job, current venders, similar problems, ect… To develop demographics you need to study your best customers.  The ones you were able to attract easily and help the most.  As you consider these customers, write down the things they have in common.

These things in common are the “demographics” that you want to use when buying or developing a list of suspects that creates your suspect pool.

Marketing:  Is the process of drawing the attention of suspect from your suspect pool.  This includes all advertising, referral programs, back porch salesmanship techniques, word of mouth, social selling, ECT.  Then inciting action in the suspects to make contact with you, or your sales force.  A common mistake many sales professionals make is thinking that when someone responds to marketing by calling, or coming by they are a prospect.

Filtering:  Is used at many stages during the process of converting prospects to clients.  We use filtering to develop a suspect pool by only adding members that fit a certain demographic.  We then use filtering when a suspect responds to our marketing.  The first thing a sales professional does is determine if the suspect is one of three things.  1.  A current prospect, 2.  A future prospect or 3. Not a prospect.  More closing ratios are ruined by trying to sell unfiltered suspects than any other single thing.

Current Prospects:  Have a need our product or service can help with, are willing to meet with us, and kindly provide the information we need to prepare our proposals.

Future Prospects:  Look a lot like current prospects, but for one reason or another now is not the correct time to work with them.  Also a future prospect maybe a current prospect that we failed to sell the first time, thru the 10^th time… “Remember most sales are made after the 7^th attempt, and most sales professionals give up after the 3^rd try”

Not a Prospect, AKA: A China Egg…  We either can’t help them now or in the foreseeable future, or we don’t want to work with them.

Fact Finder:  Gathering the information needed to prepare a proposal.  This will be different for you as it is during fact finding that I close my sales.  I typically let my staff get the quotes, proposals, and fill out the order forms.  I sell during the fact finding.

Proposals: Here is what we are offering, all the terms and details.  The best proposal compares your offer to their current solution, and also compares it to any and all other competitors.  Most of the time when a prospect tells you “I will think about it” it is because you offered a lazy proposal.

Habitual Salesmanship: The process of making the things you need to do everyday to succeed a habit.  Something you don’t have to think about, you just habitually do it! 

Telemarketing: Again different than common thinking.  I don’t tele-market to get prospects, or suspects.  I have telemarketing done to eliminate poor quality suspects.  The simple goal of telemarketing is to take a list of 1,200 names and turn it into a list of no more then 360 names.  These 360 names are now my suspects, which I will market to… Have you ever wondered why when you, or if you have someone else telemarketer for you the names are never very good, even if your telemarketer tells you they are “hot” prospects?  It is because you aren’t doing it my way!  Telemarketing is about eliminating suspects, not generating prospects.

Spiders, and Spider Nests:  A spider has eight legs, a spider’s nest has eight spiders with eight legs (64).  When you start anything you have to have one spider, aka: eight.  A marketing plan has to have eight legs.  A presentation book has to have eight answers to common objections, ect..  Then if you want to really create something special you develop a nest (64) ways to deliver suspects, answer objections, ect… for each niche!  As you progress you will develop other nests for other products, which will then connect to you first spiders nest.  Have you ever wondered how come some sales professionals are more successful than others?  I know I have.  Here is a big hint, unless you plan on being lucky, you need to plan.  Most people are to lazy, or hap hazard to plan this deep, which is why they are easy to beat head to head in sales!  Click Here To Learn More About Spider Nest Marketing

More to come….