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HOW TOBREAK THE RULES& INCREASE SALESThe Buyer-Seller Dance: Who Is Leading Who?A MORE DEDICATED CONNECTION
THE BUYER-TRADITIONAL SALES PROCESSSELLER DANCEWhat Are Your Sales Challenges?
TRADITIONAL SALES PROCESS1. Small Talk/Chit Chat with the prospect
TRADITIONAL SALES PROCESS2. Needs  •Find out exact needs or a “needs analysis”
TRADITIONAL SALES PROCESS3. Presentation  •Your solution based upon needs
TRADITIONAL SALES PROCESS4. Try to Close the Business:- No Sale..... (What do we hear from our prospects?) •Stalls & Objec...
TRADITIONAL SALES PROCESS5. Chase Mode
THE BUYER PROCESS1. Small Talk/Chit Chat with you
THE BUYER PROCESS2. Mislead:  •Self-Protection  •Don’t trust salespeople  •Tricky closes and manipulative tactics  •Can so...
THE BUYER PROCESS3. Information Gathering:- Product Knowledge  •“UNPAID CONSULTANT”- Price  •Shop and compare your bids  •...
THE BUYER PROCESS4. Further Mislead  •(This sounds great!)  •You leave willingly  •You give more informationRule:  •The mo...
THE BUYER PROCESS5. Hide Mode:  •Voice Mail Jail, on vacation, not answering phone, call you back, etc.  •You are a pest now
THE BUYER PROCESSWho Wrote What System?   Sales:                    Buyer:   1. Small Talk/Chit Chat   1. Small Talk/Chit ...
How do we get past these challenges?BUILD TRUST    Using someAlternative Choices
ALTERNATIVE CHOICES1. Pattern Interrupt:  • Not acting like, looking like, or resembling a stereo-typical  self-centered s...
ALTERNATIVE CHOICES2. Set Ground Rules  •Time  •Agenda (Salesperson & Prospect)  •“No” Option  •“Yes” Option
ALTERNATIVE CHOICES3. Find a Compelling Personal Emotional ReasonFor Your Prospect To Buy  •Not “Needs” - 6 to 7 layers de...
ALTERNATIVE CHOICES4. Three Types of “Pain”  •Immediate  •Foreseeable (in the future)  •Gain
ALTERNATIVE CHOICES5. Three Levels of “Pain”  •Surface (Intellectual problem identified)  •Business Impact ($)  •Personal ...
ALTERNATIVE CHOICES6. Investment  •Money (willing and able)  •Time  •De-Investment (Financially / Emotionally)
ALTERNATIVE CHOICES7. Decision Process  •Who  •What  •When  •Where  •Why  •How
ALTERNATIVE CHOICES8. Fulfillment/Presentation  •Present on pains only (not on needs)  •What happens if we present on thin...
ALTERNATIVE CHOICES9. Post Sell/Referrals/Strategic Account Management  •Buyers Remorse  (Competitor intervention / Not ex...
ALTERNATIVE CHOICESSummary of System                     1. Pattern Interrupt (Bonding & Rapport)                     2. S...
WIMP JUNCTION: The point where you decide totake control of the sales process         or wimp out. This could be the diffe...
Brought to you by:A MORE DEDICATED CONNECTIONQUESTIONS?                              CONTACT:                             ...
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How to Break the Rules and Increase Sales

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Transcript of "How to Break the Rules and Increase Sales"

  1. 1. HOW TOBREAK THE RULES& INCREASE SALESThe Buyer-Seller Dance: Who Is Leading Who?A MORE DEDICATED CONNECTION
  2. 2. THE BUYER-TRADITIONAL SALES PROCESSSELLER DANCEWhat Are Your Sales Challenges?
  3. 3. TRADITIONAL SALES PROCESS1. Small Talk/Chit Chat with the prospect
  4. 4. TRADITIONAL SALES PROCESS2. Needs •Find out exact needs or a “needs analysis”
  5. 5. TRADITIONAL SALES PROCESS3. Presentation •Your solution based upon needs
  6. 6. TRADITIONAL SALES PROCESS4. Try to Close the Business:- No Sale..... (What do we hear from our prospects?) •Stalls & Objections •Think it Over •Talk to someone else (wife, business partner, boss) •Not a good time •Price is too high •I have to shop around
  7. 7. TRADITIONAL SALES PROCESS5. Chase Mode
  8. 8. THE BUYER PROCESS1. Small Talk/Chit Chat with you
  9. 9. THE BUYER PROCESS2. Mislead: •Self-Protection •Don’t trust salespeople •Tricky closes and manipulative tactics •Can sound negative and positive (basically over exaggerate not having problems or having major problems)
  10. 10. THE BUYER PROCESS3. Information Gathering:- Product Knowledge •“UNPAID CONSULTANT”- Price •Shop and compare your bids •Possibly negotiate a lower rate with existing supplier or do it themselves
  11. 11. THE BUYER PROCESS4. Further Mislead •(This sounds great!) •You leave willingly •You give more informationRule: •The most positive prospect is the most dangerous!
  12. 12. THE BUYER PROCESS5. Hide Mode: •Voice Mail Jail, on vacation, not answering phone, call you back, etc. •You are a pest now
  13. 13. THE BUYER PROCESSWho Wrote What System? Sales: Buyer: 1. Small Talk/Chit Chat 1. Small Talk/Chit Chat 2. Needs 2. Mislead 3. Presentation 3. Information Gathering 4. Close 4. Further mislead 5. Chase 5. Hide
  14. 14. How do we get past these challenges?BUILD TRUST Using someAlternative Choices
  15. 15. ALTERNATIVE CHOICES1. Pattern Interrupt: • Not acting like, looking like, or resembling a stereo-typical self-centered salesperson
  16. 16. ALTERNATIVE CHOICES2. Set Ground Rules •Time •Agenda (Salesperson & Prospect) •“No” Option •“Yes” Option
  17. 17. ALTERNATIVE CHOICES3. Find a Compelling Personal Emotional ReasonFor Your Prospect To Buy •Not “Needs” - 6 to 7 layers deeper •People don’t buy features and benefits •People buy emotionally and justify their decisions intellectuallyIt’s called “PAIN”
  18. 18. ALTERNATIVE CHOICES4. Three Types of “Pain” •Immediate •Foreseeable (in the future) •Gain
  19. 19. ALTERNATIVE CHOICES5. Three Levels of “Pain” •Surface (Intellectual problem identified) •Business Impact ($) •Personal (for your prospect)Pain Funnel
  20. 20. ALTERNATIVE CHOICES6. Investment •Money (willing and able) •Time •De-Investment (Financially / Emotionally)
  21. 21. ALTERNATIVE CHOICES7. Decision Process •Who •What •When •Where •Why •How
  22. 22. ALTERNATIVE CHOICES8. Fulfillment/Presentation •Present on pains only (not on needs) •What happens if we present on things that we (salespeople) think are important?
  23. 23. ALTERNATIVE CHOICES9. Post Sell/Referrals/Strategic Account Management •Buyers Remorse (Competitor intervention / Not exactly what customer wanted) •Referral Process •S.A.M. Process
  24. 24. ALTERNATIVE CHOICESSummary of System 1. Pattern Interrupt (Bonding & Rapport) 2. Set Ground Rules Dis-Qualify { 3. Find Pain 4. Understand Investment Process 5. Understand Decision Process 6. Present on Pains 7. Post Sell
  25. 25. WIMP JUNCTION: The point where you decide totake control of the sales process or wimp out. This could be the differencebetween your dreams and your family’s dreams.
  26. 26. Brought to you by:A MORE DEDICATED CONNECTIONQUESTIONS? CONTACT: Rob Fishman Company: Sandler Training Email: rob.fishman@sandler.com Phone: 631-231-3538 http://www.legend.sandler.com © Sandler Systems, Inc., 2003, 2007 all rights reserved
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