Recapping Learn at Launch: Why Have A System?

29 Jul Recapping Learn at Launch: Why Have A System?

On Tuesday July 15, Greg Peiffer, coach with Lushin Sales Coaching, took the stage for our July Learn at Launch session with “Why Have A System? Developing and Maintaining a High Performance Sales Process.” Over the course of the one-hour interactive session, Greg delved into why a sales system is so critical, with attendees providing personal examples and opportunities to apply the ideas within their real-life experiences. It’s not just about having a singular process; you need to have a system that helps you work with the customer’s buying process.

Here’s a breakdown of the session:

• Sales Challenges: Greg began by asking attendees about their biggest sales struggles. The common themes were dealing with budget objections, converting leads, and qualifying prospects.
• Process vs. System: A key distinction was made between a sales process (the steps you take) and a sales system (the how and why behind those steps, making them repeatable and effective).
• The Buyer’s Journey: A large portion of the session focused on channeling the customer’s perspective, highlighting how buyers often start by saying they’re “just looking,” giving “nice lies,” or even ghosting salespeople.
• Six Hidden Sales Weaknesses: Greg dug into what he called “Sales DNA” and identified six common internal struggles that can hold a salesperson back, even if they have a good system. These include:
  1. Needing Approval: The desire to be liked, which prevents asking tough questions.
  2. Emotional Involvement: Getting too attached to the outcome of a deal.
  3. “Head Trash”: Unhelpful beliefs about sales.
  4. Money Talk: Being uncomfortable discussing budget with a customer.
  5. Buy Cycle: Your own buying habits influencing how you sell.
  6. Rejection: How you handle being told “no”.
• The Big Takeaway: The main point of the session to reduce friction and get better results, you need to align your sales system with the buyer’s journey and address any internal weaknesses you might have. The goal of a sales pro is to help a customer get to a “yes” or a “no” at every stage, not just at the very end.

Didn’t get to attend but want to check it out? You can watch the session recording here:  https://www.youtube.com/watch?v=7fM6sydGk7k (Most of the session was driven by audience discussion, which was not captured on mic, so it may seem choppy at times.)