Mark McGraw talks to Josh Pitchford, a Sandler coach and sales training expert who is passionate about helping salespeople and sales leaders achieve their very best through sales training, coaching and sales processes.
They discuss the power of having a proven sales system, how a strong system helps qualify (or disqualify) prospects early, and how to design a system that increases the success rate of your team.
To find our handout for this episode, click here.
Tune in to learn how to use your system to close more deals, say no to the wrong prospects, and gain control over your sales process.
- Josh starts by explaining why every salesperson needs a sales system.
- A sales system isn’t just a set of steps; it’s a structured approach that brings consistency to your results. Without one, every deal feels like a guessing game.
- Learn how to build a strong sales system from scratch.
- According to Josh, whether you realize it or not, you already have a system. It may be inconsistent, unreliable, or ineffective, but it exists. The question is: Is it helping or hurting your success?
- Mark and Josh explain the core elements of an effective sales system and how to develop one that works for you, your team, and your customers.
- Josh explains how a strong system gives you control over your process, allowing you to refine your approach and become more effective with every deal.
- Mark explains why every salesperson should operate within a system. Even if you’ve never consciously built a system, you follow patterns when selling. The problem is, if your system isn’t intentional and structured, you’re leaving results up to chance.
- Josh explains why sales is not about hoping for the best; it’s about knowing what works and repeating it. Without a strong system, you end up at the mercy of buyers.
- According to Josh, consistency is the most important element in sales. With a system, you don’t have to reinvent the wheel with every deal, just follow your process and the rest will take care of itself.
- Mark and Josh agree that sales doesn’t have to be chaotic or stressful. When you have a system in place, selling becomes more predictable, effective, and even fun.
- Understand that buyers have their own buying system—and it’s working against you.
- Mark reveals that every buyer follows a system, whether they know it or not. Their system is designed to gather information, avoid commitments, and negotiate on price. If you don’t have a strong system of your own, you’ll fall right into their game.
- Mark shares how bad prospects waste your time. Every minute spent with the wrong prospect is a minute you could be spending with the right one.
- A good system helps you filter out bad fits early, so you don’t waste energy on deals that will never close.
- Josh on the power of saying ‘No.’ The best salespeople know that not every prospect is worth pursuing. A strong sales system helps you identify who is a good fit and gives you the confidence to walk away from bad opportunities.
- What makes a good sales system? Josh breaks down the must-have ingredients of a winning sales system: It has to be structured, repeatable, adaptable, and designed to qualify or disqualify prospects quickly.
- Mark explains why many salespeople lose deals before they even start.
- The mistake most sellers make is trying to push their product too soon. A good system ensures that you uncover the buyer’s real needs, gain their trust, and position yourself as the solution—before you even discuss pricing.
- Josh explains the benefits of having a transferable system. If your sales system only works for you, it’s not a system. A great system can be taught, shared, and scaled, allowing entire teams to succeed.
- How to maximize your time with clients. Every interaction with a client is valuable. Josh explains why you need a pre-call plan, how to structure your conversations, and ways to make the most of every opportunity.
- Josh on uncovering buyer pain points. Selling isn’t about pushing products; it’s about solving problems.
- The three key elements of qualification: pain, budget, and the decision-making process.
- According to Josh, buyers are always judging your process. If your sales process is messy or inconsistent, they’ll assume your delivery will be the same. A strong system gives them confidence in you and your solution.
- Understand that the best salespeople don’t overwhelm prospects with information. They follow a simple, structured approach that makes the buying decision easy.
- Josh shares the first step to implementing a system: If you don’t know where to start, begin by writing down what you’re already doing. Many salespeople operate on autopilot. Documenting your process helps you see what’s working, what’s not, and where you can improve.
Mentioned in This Episode:
BuildingYourSalesEngine.com/follow
Sandler.com
BuildingYourSalesEngine.com/sandler
Josh Pitchford on LinkedIn
BuildingYourSalesEngine.com/12
