From Pitch to Profit

CHAPTER 4GETTING READY FOR THE INFINITE SALES SYSTEM^®

As already mentioned, I developed The Infinite Sales System for businesses that mostly operate in service or solution-based businesses. These businesses are writing contracts worth tens, hundreds of thousands or millions of dollars, which means they are developing relationships with their prospects and clients, and can experience a long buying cycle. Frequently, they don't associate themselves with being ‘in sales’. People leading and working in these sorts of businesses are who I see as benefiting most from my system and this book — although if you're in sales and looking for a new way of doing things, you'll find loads of help here too.

The Infinite Sales System is a holistic system, providing you with a step-by-step and an end-to-end process to follow that's not based on tips and tricks. I outline the full process in the chapters in the next part. Underlying the methodology of the system, however, are some key principles and core approaches that keep the system running smoothly.

Without first explaining those principles, I wouldn't be setting you up for success when it comes to applying The Infinite Sales System. And to put this in context, when I teach the system in person to clients, I spend seven hours (not in one hit, though!) on the underlying principles and approaches before we get into the actual system. If it wasn't necessary, we wouldn't do it.

I outline these essentials in this chapter — starting with the key ...