The Deal Maker System® treats sales like it was a dirty word. It focuses on Deals. Its central purpose is to determine if the Deal is real and then to get that Deal done. Setting the price and making the sale are integral parts of the system but that is not its primary focus. Deal Maker System® calculates sales income and measures it against the key aspects of the Deal in terms of resources, progress and time. When it comes to making Deals, “With the right system, what gets measured gets managed”. When it comes to sales, Deal Maker System® is that system.
Deal Maker System® can radically change non-performing sales practices by focusing on the components of each Deal. The system assumes its users are smart, capable, knowledgeable people with experience in the industry they work in. Interestingly, its users do not need any sales experience. Although to be fair to disciplined salespeople, their experience will help a lot. Deal Maker System® demands discipline and forensic attention to detail. Casual, cursory users of this system will be exposed quickly (because they are measured).
Deal Maker System® does not train people how to negotiate or sell. It does not understand how the user’s business operates, its personnel, corporate structure or its culture. That is not its purpose. Its purpose is to structure every Deal, large or small, into a predefined, set series of actions and events. Larger Deals will naturally contain more detail and Deal Maker System® ensures there is more attention paid to that detail. They will also most probably involve more people and consume more time. It is important to apply Deal Maker System® to smaller Deals too because it provides a whole-world view of all the Deals in the organisation.
Deal Maker System® will not fix the sales of out-of-date products or services (but it will highlight the issue quickly). It will not force people to buy things they don’t want. In fact, it will kill such Deals quickly and avoid wasting time and resources. The Deal Maker System® is designed to make the user think about what they are doing and why. It will help them maximise the use of their time and that of their colleagues.
By its very design, Deal Maker System® should bring its users the confidence to enter the most complex of transactions, safely. Safe in the knowledge that if they apply the system properly, they can kill a bad Deal and know why they did it. They can progress a good Deal and, with foresight, identify the need to add more experienced people to it. No system is perfect and some Deals will confound the user without any result and for reasons they cannot understand. That doesn’t mean Deal Maker System® doesn’t work, it means that the Deal Maker misread the information they received, or the information was flawed in some way. No system is perfect but the absence of a system, is a natural Deal killer. That is why committing to, and investing time and money in, Deal Maker System® is worthwhile.
