Frank Sullivan believed there were five activities that every salesman must perform, in order of importance. They were:
1. ESTABLISH GOALS.
2. GET GOOD NAMES.
3. MAKE THE APPROACH.
4. MAKE THE PRESENTATION.
5. MAKE THE CUSTOMER A CLIENT.
Frank was a master at selling life insurance, which is certainly one of the most difficult “intangible product” sales. (This is much like what we “sell”… when we’re “selling” a cause or a case or a vision or impact or solution.)
Although I have revised my “sales system” (FOR IMPACT ROADMAP (SALES PROCESS)) many, many times over the years, I can still go back to Frank’s “five steps” and tie much of what I’ve done back to those steps.
How are YOU doing re: Establishing goals? Getting good names? Making the approach? Making a presentation? And making the customer a client?
