Loading... The MODERN Sales System
The MODERN Sales System, Carl’s Henry’s best known title, is the result of decades’ worth of training, experience and feedback. Early in his career, Carl came to realize that every successful sale follows a simple yet predictable process. In other words, every buying interaction has a beginning, a middle and an end.
By analyzing each of these phases, along with what makes a salesperson effective during them, Carl was able to break the selling process down into a series of steps that could be repeated. The result is a system that is both effective and easy to use.
Over the past twenty years, The MODERN Selling System has been developed and refined. It’s relied upon by thousands of top producers around the world, across dozens of different industries. This newly-revised edition isn’t just a book - it’s the blueprint to a superstar selling career.
“Since the people you prospect today will end up being on your client list tomorrow, it makes sense to take a moment and think about who you’re looking for. Put another way, if you want to eat lobster, then you shouldn’t be trolling for shrimp.” -p. 22
“Diamonds may be forever, but so are price cuts. That’s why it’s so important that you hold tightly to your margins. Once the customer learns that you will give in, they’ll ask you to do so every time. No matter what you do, or say, they will return to the original price they paid the first time they bought. And why shouldn’t they? They know that you’ll make the deal at whatever discount you gave in the past, so there’s no reason for them to pay a penny more.”-p. 116