The Buyer Seller Dance- Sales It's Not About YOU! Part 3

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Many small and medium business owners have faced a multitude of challenges over the past two years. While there seems to be some hope, many nagging problems and hurdles seem to continue to rear their heads. Putting too much focus on products and services and not enough energy into developing a high performance sales team hurts your business. This series of webinar is designed to help make your sales staff better at what they do!

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The Buyer Seller Dance- Sales It's Not About YOU! Part 3

  1. 1. Who’s System Are You Following The Buyer Seller Dance
  2. 2. When You are the Buyer!• Shop for Interest rate on Mortgage• Buy a Car• Remodel Your Kitchen
  3. 3. What We Have Been Taught99%
  4. 4. The Buyer’s SystemProtect Themselves! Hide RealAgenda AND Even LIE!
  5. 5. Buyer/Prospect SystemFree Consulting/Advice!
  6. 6. Buyer/Prospect SystemThink ItOver!
  7. 7. Buyer/Client/ProspectChase!
  8. 8. Buyer Seller Dance Buyer/Prospect !00% Control1. Protection “Lie”2. Free Consulting3. Think It Over’s Lie #24. Put You CHASE
  9. 9. Traditional Selling SystemFeatures & BenefitsNeed Questions
  10. 10. Traditional SystemProposalSolutions
  11. 11. TraditionalOvercomeObjections
  12. 12. Traditional SystemClose!
  13. 13. Buyer Seller Dance Prospect Traditional Sandler1. Lie #1 1. Features & 1. Bonding Benefits Rapport2. Free 2. Upfront Consulting 2. Solutions contract Proposals 3. PAIN3. Lie #2 3. Overcome 4. Budget/4. CHASE objections money 4. CLOSE 5. Decision 6. Fulfillment 7. Post Sell
  14. 14. Sandler Submarine            Bonding Up Front PAIN Decision Post Sell & Contract   Rapport Fulfillment Budget
  15. 15. Have a system – Key Strategies• Control over the process – specific behaviors and actions• Saves time – qualify or disqualify early• Stay on track – exactly what will happen• Recognize problems early – set bombs off• Focus on prospect, not what to say next
  16. 16. Sales, Marketing & Customer Service Automation• Lead, opportunity and account management• Campaign management, email marketing• Case management and incident tracking• Advanced Dashboards
  17. 17. CRM Software• Oasis supports several CRM products• SugarCRM can be deployed in a 100% mobile friendly cloud format or can be installed on your servers• Offers a 360 degree view of customer and prospect sales processes
  18. 18. FREE Sales & CRM Webinars!!
  19. 19. Follow up with us• Twitter @Oasisky• Facebook facebook.com/OasisSolutionsGroup• LinkedIn linkedin.com/groups/Oasis-Solutions-Group- Customer-Network-1715527/about• Blog http://blog.oasisky.com/• Email: Christine Ashley christine@oasisky.com Vince Esposito vesposito@sandler.com

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