SalesDISK - Sales Model Design

A Tool for Assessing and Building Your Sales Model

By: James Francis

Narrated by: Andrew S Baldwin

Why do some salespeople only ever respond to leads while others spend 90 percent of their time finding them? How come some in sales know the products well and others bring in an expert?

Some need to demonstrate capability in person, some by web, some by video, some simply rely on the product specifications.

Salespeople are different because sales are different. You wouldn’t sell your product like you would sell a car would you, or would you?

• What are the similarities; do you do a demo, a test drive, or just talk specs?
• Was the configuration hard, like picking paint, wheels, and trim, or simple because you only have a single product?
• Why do you use the sales model you use?
• Was it planned, or did it evolve?
• Who is responsible for what in the sale?
• Do they know they are responsible?

How you sell is a function of your products, markets, and customers, and it will be different depending on your current situation and constraints.

Do you have a problem with pipeline or not converting deals?

Are your people servicing or developing business?

Are your products super niche, and do they need experts and knowledge to convert, or could they be sold by fresh lower cost graduates?

Knowing what to do is hard, copying competitors’ models will not work, and you will quickly enter a race to the bottom as customers pick based on your color schemes.

Why not create your model?

Why not set the market standards rather than following?

SalesDISK© is a structure designed to review and plan your sale.

It assesses and sets the priority for the key elements within the sale (develop, identify, service, and knowledge). With the priority set, SalesDISK© explores the tactics to be deployed and helps you allocate resources best suited to achieve them.

©2020 James Francis (P)2022 James Francis