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How to Break the Rules and Increase Sales
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    How to Break the Rules and Increase Sales How to Break the Rules and Increase Sales Presentation Transcript

    • 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 & 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
    • 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 sound negative and positive (basically over exaggerate not having problems or having major problems)
    • 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
    • THE BUYER PROCESS4. Further Mislead •(This sounds great!) •You leave willingly •You give more informationRule: •The most positive prospect is the most dangerous!
    • 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 Chat 2. Needs 2. Mislead 3. Presentation 3. Information Gathering 4. Close 4. Further mislead 5. Chase 5. Hide
    • 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 salesperson
    • 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 deeper •People don’t buy features and benefits •People buy emotionally and justify their decisions intellectuallyIt’s called “PAIN”
    • 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 (for your prospect)Pain Funnel
    • 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 things that we (salespeople) think are important?
    • ALTERNATIVE CHOICES9. Post Sell/Referrals/Strategic Account Management •Buyers Remorse (Competitor intervention / Not exactly what customer wanted) •Referral Process •S.A.M. Process
    • 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
    • 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.
    • 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