May 2002 Track Selling Times Focus on the Professional
 Focus on the Professional -
"Gary Vann"
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Gary Vann is the Senior Vice President of Sales & Marketing for Mighty Distributing Systems of America headquartered in Norcross, GA. The Mighty System is a comprehensive program of sales, service, product, promotional support and training that keeps more than 15,000 professional automotive repair businesses very productive and very profitable. For more information, please call (770) 448-3900 or visit www.mightyautoparts.com.
When did you take the Track Selling SystemTM workshop and what were the immediate results?
I took this workshop in 1976 when I was a new salesperson with Mighty. I achieved profound short-term and of course long-term success after completing this course. I went from making unproductive cold calls to having success and becoming one of the top salespeople in the company. Now remember, these figures are in 1976 dollars: I went from selling $3,000 a month to selling $15,000 monthly in just six to eight months. One week after the training, I used the Track Selling System(tm) closing line ("If we can [summary of action to be taken], can you think of any reason why we shouldn't [summary of desired act of commitment]?") and my customer said, "No", which is really a yes. I went to my car and let out a very excited yell!
How has the Track Selling System helped your company?
The Track Selling System has helped Mighty continue to have record growth. We doubled our sales since 1987. This is a real tribute that Track Selling is fundamentally sound. Over the past 26 years our services and products have changed, but the process outlined in the Track Selling System has always worked. Selling is selling is selling as long as you know and apply the proven principles included in the Track Selling System framework.
How has the Track Selling System helped your salespeople?
We recently introduced the Mighty Online University, and our first course is the Online Track Selling System. This is perfect for all new salespeople and anyone wanting refresher training. Our franchisees are signing up their employees for the course too. A great feature with the online course is we receive instant feedback on how our salespeople are doing with the training. When our salespeople learn the Track Selling System, they become better sales professionals. They may not always get it the first time, so they repeat the process several times until they understand it. Then, the selling process becomes natural. I've always sent our corporate salespeople to the Track Selling System workshops too. It's great to see Roy live. To have everything with this system really click, anyone involved with selling should have exposure to both the online and live workshops.
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