• Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Be the first to comment
No Downloads

Views

Total Views
1,456
On Slideshare
0
From Embeds
0
Number of Embeds
2

Actions

Shares
Downloads
58
Comments
0
Likes
3

Embeds 0

No embeds

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
    No notes for slide

Transcript

  • 1. HOW TOBREAK THE RULES& INCREASE SALESThe Buyer-Seller Dance: Who Is Leading Who?A MORE DEDICATED CONNECTION
  • 2. THE BUYER-TRADITIONAL SALES PROCESSSELLER DANCEWhat Are Your Sales Challenges?
  • 3. TRADITIONAL SALES PROCESS1. Small Talk/Chit Chat with the prospect
  • 4. TRADITIONAL SALES PROCESS2. Needs •Find out exact needs or a “needs analysis”
  • 5. TRADITIONAL SALES PROCESS3. Presentation •Your solution based upon needs
  • 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. TRADITIONAL SALES PROCESS5. Chase Mode
  • 8. THE BUYER PROCESS1. Small Talk/Chit Chat with you
  • 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. 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. THE BUYER PROCESS4. Further Mislead •(This sounds great!) •You leave willingly •You give more informationRule: •The most positive prospect is the most dangerous!
  • 12. THE BUYER PROCESS5. Hide Mode: •Voice Mail Jail, on vacation, not answering phone, call you back, etc. •You are a pest now
  • 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. How do we get past these challenges?BUILD TRUST Using someAlternative Choices
  • 15. ALTERNATIVE CHOICES1. Pattern Interrupt: • Not acting like, looking like, or resembling a stereo-typical self-centered salesperson
  • 16. ALTERNATIVE CHOICES2. Set Ground Rules •Time •Agenda (Salesperson & Prospect) •“No” Option •“Yes” Option
  • 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. ALTERNATIVE CHOICES4. Three Types of “Pain” •Immediate •Foreseeable (in the future) •Gain
  • 19. ALTERNATIVE CHOICES5. Three Levels of “Pain” •Surface (Intellectual problem identified) •Business Impact ($) •Personal (for your prospect)Pain Funnel
  • 20. ALTERNATIVE CHOICES6. Investment •Money (willing and able) •Time •De-Investment (Financially / Emotionally)
  • 21. ALTERNATIVE CHOICES7. Decision Process •Who •What •When •Where •Why •How
  • 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. ALTERNATIVE CHOICES9. Post Sell/Referrals/Strategic Account Management •Buyers Remorse (Competitor intervention / Not exactly what customer wanted) •Referral Process •S.A.M. Process
  • 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. 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. 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