1. A Systems Approach to Sales
Without sales, all else is nothing, it‟s that simple.
Without knowledge of the sales process things are not much
better. Many people do sales, few know sales.
Understanding the sales process provides meaning to the
work we do. Not only can one achieve higher closing rates
but very often develop deeper business friendships because
they understand their clients.
Companies find smart sales people easy to do business with.
Tom Linn
www.linkedin.com/in/tlinn1/
1
1/26/2014

2. A Systems Approach to Sales
For those lacking knowledge of the sales process sales is
simply a numbers game. A sales person is looked upon
merely to achieve their appointed quota.
Who wants to be viewed as a quota maker?
Tom Linn
www.linkedin.com/in/tlinn1/
2
1/26/2014

3. A Systems Approach to Sales
In my early years of sales I often thought I was lucky.
However after careful study and practice I came to realized I
was not lucky but that I was unconsciously solving my
customer problems in a manner where by I could quickly
determine what was their needs and wants and tailor my
approach to gain their attention and interest and so on to
meet their needs and provide them their wants.
Through study and observation I have concluded sales is a
process. A process to be followed.
Tom Linn
www.linkedin.com/in/tlinn1/
3
1/26/2014

4. A Systems Approach to Sales
Actual State
A large percentage of sales are lost due to a lack of
knowledge of the sales process. Too many sales people
„do sales‟ but are not cognizant of what elements make
up the sales process.
Start
Tom Linn
Steps / Segments
www.linkedin.com/in/tlinn1/
4
Finish
1/26/2014

5. A Systems Approach to Sales
Ideal State
Sales people can increase closing successes when they are
intimately knowledgeable of the sales process. An
effective sales person achieves higher overall sales and in
most cases develops better relationships with their
customers.
Attention
Tom Linn
Interest
www.linkedin.com/in/tlinn1/
Conviction
5
Desire
Close
1/26/2014

6. A Systems Approach to Sales
Scope
The extent of this statement will be
related to the classic book titled
“The 5 Great Rules of Selling” by
Percy H. Whiting.
Tom Linn
www.linkedin.com/in/tlinn1/
6
1/26/2014

7. A Systems Approach to Sales
Domain
While all aspects of a business are focused on sales,
we will concentrate on the groups directly related to
the sales process: sales, marketing and advertising.
Attention
Sales
Tom Linn
Interest
Conviction
Marketing
www.linkedin.com/in/tlinn1/
Desire
Close
Marketing
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1/26/2014

8. A Systems Approach to Sales
Impact (the effect of one thing upon another)
When groups involved in sales are knowledgeable of the
sales process, they have a better grasp of the customer‟s
position and are more abled to formulate strategies
and execute a course of action in order to accomplish goals
and move the process to a close.
Tom Linn
www.linkedin.com/in/tlinn1/
8
1/26/2014

9. A Systems Approach to Sales
Impact
ATTENTION
INTEREST
CONVICTION
DESIRE
Observance
To arouse
Strong belief
To wish for
Consideration
Curiosity
To long for
Concentration
Fascination
Act of
convincing
Notice
To hold
attention
To bring to
belief by
evidence
Crave
CLOSE
To reach an
agreement
A conclusion
A request for
Something
longed for
Foundation – The 5 Great Rules of Selling Percy H. Whiting
Tom Linn
www.linkedin.com/in/tlinn1/
9
1/26/2014

10. A Systems Approach to Sales
Action Statement
Due to the fact the sales process is complex, it is imperative that
companies fully understand the relationship which exists between sales,
marketing, advertising and product management functions. It is vitally
important that all groups involved learn the details of each step in the
sales process in order to develop strategies and tactics to win each sale.
Tom Linn
www.linkedin.com/in/tlinn1/
10
1/26/2014

11. I work with small to medium size manufacturing
companies who need marketing expertise and
sales leadership.
I am a sales and marketing practitioner whose knowledge
and proficiency is founded upon proven sales and
marketing successes in numerous companies. I provide
proven sales and marketing strategies with a knowledge
and proficiency that is founded upon tested and true sales
and marketing success. I help companies gain attention and create
interest in their products and services.
I tailor marketing and sales strategies in a measureable way and
specific to a company' needs. Under specific expert direction,
companies will gain attention and create interest in their products and
services.
Please contact me via LinkedIn. Tell me about your needs and goals.
Tom
Tom Linn
www.linkedin.com/in/tlinn1/
11
1/26/2014