Your SlideShare is downloading. ×
Sandler Sales= Stop with selling helps the (future) client to buy
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×

Introducing the official SlideShare app

Stunning, full-screen experience for iPhone and Android

Text the download link to your phone

Standard text messaging rates apply

Sandler Sales= Stop with selling helps the (future) client to buy

7,729
views

Published on


0 Comments
12 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
7,729
On Slideshare
0
From Embeds
0
Number of Embeds
3
Actions
Shares
0
Downloads
465
Comments
0
Likes
12
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
  • CrossRoads Business Development www.crossroadsboise.com 208-429-9275
  • Transcript

    • 1. Break the Rules and Close More Sales Presented by Maurits Horbach  
    • 2. David H. Sandler – Called the Game!
      • This system was developed 30 years ago by someone who hated sales!
      • Sandler hated the games played by Buyers and developed a system to stop the games.
      • We are an organization of more than 250 business development experts and trainers world wide.
    • 3. The Difference Between Good to Great is Mental Toughness. © 2007 Sandler Systems Inc. All Rights Reserved SUCCESS Technique Behavior Attitude Plan Action Goals Tactics Strategy Presence Company Market YOU Motivation & Commitment Conviction Beliefs
    • 4. Nothing Happens Until Someone Sells Something…
      • The majority of problems businesses face go away with increased Sales and Gross Profit Margin
      • Most people want to buy and resent being sold.
      • What words would you use to describe the typical salesperson?
        • Have you earned that designation? How?
    • 5. Rules that need to be Broken And how to make it stick!
    • 6. Break the Rules:
      • “ You can tell a sales person a mile away…they are only interested in themselves and getting their hands on my money!”
      • The sale is about your prospect and their pain. Your product, service and charming personality is meaningless to them.
      • A trusted Advisor walks away from money if there is not a mutual benefit
    • 7. Break the Rules:
      • “ You can tell when a sales person is lying…their lips are moving!”
      • The restoration of integrity in the sales process happens only when both the prospect and salesperson agree to stop playing games.
      • You must know the games that are being played and have the guts to “call the game”.
    • 8. Break the Rules:
      • “ My sales people need to be experts who understand our product, service and applications.”
      • A Sandler Trained Professional understands people and the psychology behind the sale and recognizes that product knowledge is only used to understand how to help a client, not to sell them.
      • Emphasis on product training leads to:
      • Show up and Throw up!
    • 9. Break the Rules:
      • “ Sales people are self focused, they presume to know what I need and are only in it for the money!”
      • Sandler Trained Professionals focus on disqualifying, not qualifying.
      • Fortune 500 Companies Focus training dollars on developing people skills not product knowledge.
    • 10. Break the Rules:
      • “ If I just knew the magic close, I could grow my business.”
      • Technique Training Alone Doesn’t Work…Why? Hidden Head Trash.
      • We need to identify the road blocks that stop growth.
        • Change begins with an objective and accurate diagnosis of the beliefs that support or abort sales success.
    • 11. Break the Rules:
      • “ _____ could sell ice cubes to Eskimos!”
      • All sales peoples are not extroverts. The top 20% of sales people are not “ born sales people ” .
      • They are people who develop and follow a system and typically have to work hard on the people side of the equation.
    • 12. Break the Rules:
      • “ If I could just learn the right techniques I could double my income!”
      • What you believe determines how you act.
      • Clients come to us and say “I have heard you have a cold calling technique that works 90% of the time…teach it to me!”
      • The technique will not help you if you don’t identify the belief that keeps you and your team from executing.
    • 13. Break the Rules:
      • “ The customer is always right!”
      • This belief is designed to create a subservient relationship with the client that lets them control us.
      • The doorway to intimacy is conflict and true trust develops out of intimacy.
      • If you don’t challenge them, you cannot manage them.
        • The Trusted Advisor warns about the unknown that threatens the prospect, even if it is their wrong thinking.
    • 14. Break the Rules:
      • “ Prove to me you are an expert and I will buy from you.”
      • This move is designed to encourage premature presentation that results in unpaid consulting.
      • The salesperson is always trying to close and the prospect is always dodging and misleading.
      • The Sandler Trained Professional uses negative reverse selling to let the client do the closing.
    • 15. Break the Rules:
      • “ Salespeople are desperate for a close…if you wait for the end of the month the price will really go down.”
      • This move is designed to reduce the product or service to a commodity and intimidate the company to compromise.
      • Capitulation results in continued abuse and a loss of respect and trust. Respect is earned, not purchased.
    • 16. The Sales Call Is Never Between You And Your Client
      • It is always between your parents and your prospect’s parents!
      • Lynn in Cincinnati
        • Guess what mom? I am starting my own business!
        • Great honey, how are you going to find clients…? Cold calling…Oh no, you’re not going to be ONE OF THEM, are you?
      • The negative belief about being “one of them” almost cost Lynn to fail.
    • 17. I Don’t Have Hidden Beliefs…Do I?
      • Before you cross the street, ____ ___ _____.
      • Children should be ______ ___ _______.
      • Don’t talk to _____________.
      • Clean your ________, there are starving ______ __ ______.
      • That is none of _____ __________.
      • Always wear clean __________.
      • Speak when you are _______ __.
      • Don’t inter____!
    • 18. Non-Supporting Belief: Need for Approval
      • Need for approval: You were raised to be liked.
      • High Need for approval = Professional Visitor
      • Moderate Need for Approval = wishy washy outcomes.
      • Need for approval = Time spent with people who won’t reject you.
        • Sales people who don’t want to hear no.
        • Suspects who don’t want to say no.
    • 19. Non-Supporting Belief: Fear of Rejection
      • Fear of Rejection results in No prospecting and Slow No’s
      • Slow No’s result in:
        • Hopa-hopa land
        • Time wasting
        • Disappointment & Frustration
        • Failure
    • 20. Selling Systems Prospect’s System Traditional Sales System Sandler’s System
    • 21. Prospect’s System
      • Hold Cards Close to Vest
      • Get All the Information You Can
      • Commit to Nothing
      • Disappear
      Prospect’s System
    • 22. Traditional Selling System
      • Rapport
      • Qualify
      • Presentation
      • Trial Close
      Traditional Sales System
    • 23. Prospect vs. Traditional
      • Hold Cards Close to Vest
      • Rapport
      Get All the Info You Can Qualify Commit to Nothing Presentation Disappear Trial Close
    • 24. Step What the Buyer Said: What the Seller Thinks: What the Buyer Meant: 1 I am interested in what you have to offer. I’ve got a live one. I’m shopping around and comparing prices. 2 Tell me more about it. They are ready for me to convince them to buy. I want as much data as I can get without making a commitment. 3 Sounds Good! Give me some time to think it over and we will get right back to you. They’ll call soon and give me the PO number. Don’t call me. I’ll call you if I decide to buy. 4 --Silence-- They are probably busy or forgot, so I will call them for the order. No Sale, It’s over!
    • 25. The Buyer Seller Dance Buyer’s Seller’s If they like me, they will buy from me If they give me great ideas, it’s not stealing It’s ok to lie to sales people If I show them I am an expert, they will trust me If I don’t see them or return their calls, they will go away If I know I will not buy, it is still OK to get help They are really interested and they really like me! They must be really busy
    • 26. The Buyer Seller Dance Buyer’s Seller’s Qualify Steal Lie Present Hide Lie Close Chase
    • 27. Traditional Selling: If the Competition is doing it, STOP!  Sandler Selling System
    • 28. Seek First to Understand…
      • Understand : Before you develop or propose a solution, you must clearly understand the prospects…
        • Pain and Gain
        • Budget and available resources
        • Decision making process
      • Be Understood : Present the Fulfillment to their Pain and Gain in the context of their budget, decision process and your relationship.
    • 29. Step 1: Bonding and Rapport
      • Neural Linguistic Programming
        • Modalities
          • Auditory
          • Visual
          • Kinesthetic
      • Active Communication
      • Transactional Analysis
    • 30. Communication Wheel Tonality 38% Verbal 7% Physiology 55%
    • 31. Primary Sensory Dominance
      • Visuals - People who make sense of the world through sight.
      • Auditories - People who make sense of the world through sound.
      • Kinesthetics - People who make sense of the world through touch.
    • 32.  
    • 33. ↑ F a s t e r P a c e ↓ ↑ S l o w e r P a c e ↓
      • When communicating with a person who is
      • dependent, neat, conservative, perfectionist,
      • careful and compliant:
      • Prepare your "case" in advance.
      • Stick to business.
      • Be accurate and realistic.
      • Factors that create tension or dissatisfaction:
      • Being giddy, casual, informal, loud.
      • Pushing too hard or being unrealistic with deadlines.
      • Being disorganized or messy.
      • When communicating with a person who is
      • ambitious, forceful, decisive, strong-willed,
      • independent and goal-oriented:
      • Be clear, specific, brief and to the point.
      • Stick to business.
      • Be prepared with support material in a
      • well-organized "package."
      • Factors that create tension or dissatisfaction:
      • Talking about things that are not
      • relevant to the issue.
      • Leaving loopholes or cloudy issues.
      • Appearing disorganized.
      • When communicating with a person who is
      • magnetic, enthusiastic, friendly, demonstrative
      • and political:
      • Provide a warm and friendly environment.
      • Don't deal with a lot of details (put them in
      • writing).
      • Ask "feeling" questions to draw their opinions or comments.
      • Factors that create tension or dissatisfaction:
      • Being curt, cold or tight-lipped.
      • Controlling the conversation.
      • Driving on facts and figures, alternatives,
      • abstractions.
      • When communicating with a person who is
      • patient, predictable, reliable, steady, relaxed and modest:
      • Begin with a personal comment-break the ice.
      • Present your case softly, non-threateningly.
      • Ask "how?" questions to draw their
      • opinions.
      • Factors that create tension or dissatisfaction:
      • Rushing headlong into business.
      • Being domineering or demanding.
      • Forcing them to respond quickly to your
      • objectives.
      ← People/Feeling -> ← Tasks/Thinking -> ↑ Aggr ess I ve ↓ ↑ Pass i ve ↓
    • 34. ← People/Feeling -> ← Tasks/Thinking -> ↑ F a s t e r P a c e ↓ ↑ S l o w e r P a c e ↓
      • When communicating with a person who is
      • dependent, neat, conservative, perfectionist,
      • careful and compliant:
      • Prepare your "case" in advance.
      • Stick to business.
      • Be accurate and realistic.
      • Factors that create tension or dissatisfaction:
      • Being giddy, casual, informal, loud.
      • Pushing too hard or being unrealistic with deadlines.
      • Being disorganized or messy.
      • When communicating with a person who is
      • ambitious, forceful, decisive, strong-willed,
      • independent and goal-oriented:
      • Be clear, specific, brief and to the point.
      • Stick to business.
      • Be prepared with support material in a
      • well-organized "package."
      • Factors that create tension or dissatisfaction:
      • Talking about things that are not
      • relevant to the issue.
      • Leaving loopholes or cloudy issues.
      • Appearing disorganized.
      • When communicating with a person who is
      • magnetic, enthusiastic, friendly, demonstrative
      • and political:
      • Provide a warm and friendly environment.
      • Don't deal with a lot of details (put them in
      • writing).
      • Ask "feeling" questions to draw their opinions or comments.
      • Factors that create tension or dissatisfaction:
      • Being curt, cold or tight-lipped.
      • Controlling the conversation.
      • Driving on facts and figures, alternatives,
      • abstractions.
      • When communicating with a person who is
      • patient, predictable, reliable, steady, relaxed and modest:
      • Begin with a personal comment-break the ice.
      • Present your case softly, non-threateningly.
      • Ask "how?" questions to draw their
      • opinions.
      • Factors that create tension or dissatisfaction:
      • Rushing headlong into business.
      • Being domineering or demanding.
      • Forcing them to respond quickly to your
      • objectives.
      Emotion : Optimism Fear : Social Rejection Emotion : Anger Fear : Being Taken Advantage Of Emotion : No Emotion Fear : Change ↑ Aggr ess I ve ↓ ↑ Pass i ve ↓ Emotion : Fear Fear : Criticism of Performance
    • 35. Step 2: Up Front Contract
      • Agreement between you and your prospect about what will happen next.
      • If we fail at this we get sucked into looks good, TIO, and Hopa-hopa Land!
    • 36. Step 3: Pain/Gain
      • If you don’t find blood, you are in the intellectual realm.
      • If you have a burst appendix, will you ask the surgeon for Features, Benefits, and Cost?
      • If you develop the skill to find Pain, you will never sell on price again!
    • 37. It Is Not About You…
      • It’s about your prospect’s Pain and how you can help them…
        • Eliminate the Pain – tangible and quantifiable
        • Avoid the Pain – intangible fear or speculation
        • Turn the Pain into Gain
      • People ask for your help if they are convinced you can help them with their:
        • Fear of Loss
        • Expectation of Gain
    • 38. Traditional Salespeople think Solution
      • Sales Professionals think Issues .
        • Quick List up front of all the issues
        • Confirm that it is complete
        • Prioritize
        • Dig for Pain starting with the top priority
          • Identify the symptom
          • Discover the underlying problem
          • Quantify the Personal Impact
        • Summarize and Confirm
    • 39. Formula To Find Pain: Well + Critical + Sick + Hurt Pain!!! = A Miracle!!!
    • 40. Uncovering Pain Emotional Example: Annual Check-up “ Let’s take a closer look” Wasted time $1500.00 = Blank Check!
    • 41. Surface Indicator Questions Level 1 Pain
      • What’s the biggest problem you are having with _______________?
      • Tell me more about that…
      • Can you be a bit more specific…maybe give me an example?
    • 42. Underlying Problem Questions Level 2 Pain
      • How long has that been a problem?
      • What have you tried to do to solve it?
      • Why do you suppose that didn’t work?
    • 43. Personal Impact Questions Level 3 Pain
      • How much would you say your problem has cost you in the last year?
      • How does that affect you directly?
      • How does that make you feel?
    • 44. Call to Action Questions Level 4 Pain
      • Are you ready to give up trying to deal with it?
      • Is there anything else I should know that would be helpful?
      • What were you hoping I would do?
    • 45. Does the prospect have enough pain to qualify for the next step?
      • Is the problem one that you can fix?
      • Do they acknowledge it is a problem?
      • Are they committed to fixing it?
      • Are they willing to do something about it now ?
    • 46. Step 4: Budget
      • Translate Pain into Dollar to help validate the investment
      • Logistics - Where will the money come from? Can I help?
      • Do you want to know if they can afford you before or after the presentation?
      • How much do they anticipate investing?
    • 47. Step 5: Decision Process
      • Who, What, When, Where, Why and How Long?
      • Each time you present to a non-decision maker, you waste time and sell out your self and your family.
    • 48. Step 6: Fulfillment
      • Set the Ultimate Up Front Contract for the Final Decision Meeting
      • No presentation until you have Pain, Budget, and Decision.
      • Use Features and Benefits ONLY to solve pain, not to sell.
      • Only present to their pains identified.
    • 49. Step 7: Post Sell
      • Cement the deal from back outs and buyers remorse.
      • Post Sell objectives:
        • Manage the buyer’s remorse that everyone has.
        • Coach the client on how to handle the usurped vendor.
        • Ask for Referrals
    • 50. Who’s in Control? Prospect’s System Traditional Sales System Sandler’s System Wimp Junction 
    • 51. Wimp Junction
      • You need a powerful selling system.
          • It doesn’t matter if it is the Sandler System, but get one! If you do not have a system that is more powerful than the prospects system, you will wimp out!
      • Exercise:
        • Starting at 1, go as high as you can, circling each consecutive number.
        • Try again, knowing the system. Performance improve at all?
    • 52. Exercise:
      • Starting at 1, go as high as you can, circling each consecutive number.
    • 53. If you have a system, can you beat your time?
      • Try again, knowing the system.
      • Performance improve?
    • 54. How do you break the Rules and keep them broken?
      • Any “Clean Plate Club” Members?
      • You must install a new operating system and that takes hard work and ongoing reinforcement.
      • Stop the Unpaid Consulting Now!
      • Stop the Features and Benefits Now!
      • If you do, you will differentiate yourself in the market place!
    • 55. A Trusted Advisor Knows and Follows a Process. Is Your Team Reading Off of The Same Sheet of Music?
      • Sandler Training Sales Template :
      • The following is a sample of a sales template. Notice how a template sets and manages expectations and outcomes.
    • 56. 5 Levels of Selling
      • VENDOR = OFFERING-BASED SOLUTION
        • Features/Advantages/Benefits Approach
      • SOLUTION PROVIDER = SOLVES PROBLEMS
        • Client shares a specific need.
      • CONSULTANT = NEEDS BASED
        • Client shares what they want, but don't have.
      • PARTNER = RELATIONSHIP BASED
        • Both parties are committed to solve problems & work together.
      • TRUSTED ADVISOR
        • Exposes/anticipates problems the client was not aware of .
      • People Who ‘Need but Don’t Want’ or ‘Want but Don’t Need’ Are Looking For A
      • TRUSTED ADVISOR
      • Adapted from: The Trusted Advisor
      • by David H. Maister
    • 57. Sandler Selling System Which of the 7 is the least important step? Where is the close? Why MUST a Trusted Advisor sell this way?
    • 58. Build A Sales Template
      • A Sales Template will:
        • Establish and define next steps
        • Mitigate risk for buyer & seller
        • Control the sales cycle
      • How will I use a Sales Template?
      • Every member of the team uses the tool and shares it openly with prospects
      • To demonstrate a systematic approach to prospective clients
      • To set expectations and reduce the buyer’s tendency to “shop”
      • To differentiate my firm from my competitors.
      • Build a map of sequential meetings, events, and interactions starting with first conversation through to the elimination of client’s problem (s) over the life of the engagement.
      • __________________
      • __________________
      • __________________
      • __________________
      • __________________
      • __________________
      • __________________
    • 59.
    • 60.
    • 61.
    • 62.
    • 63. Timeline and General Overview 18 Months Regular Check-Ups A good look at the results. What are they and what needs to change. 12 Months 6 Months 10 Days We Begin Reality Check Review Assessments, Develop Program And Set Goals If “YES” Program Starts First 18 Months: BUILDING CRITICAL MASS AND THE FOUNDATION BLOCKS FOR SUCCESS Ongoing Weekly Reinforcement No Guts No Gain 1.5 Days Of Mental And Emotional Conditioning Boot Camp Meetings: 2 days of full immersion.
    • 64. The Emotional Rollercoaster 18 Months 12 Months No Guts No Gain: I WILL meet my GOALS!! 6 Months 1 st Boot Camp: I think I'm starting to get IT!!! 2 Months We Begin The assessments say what? THIS ISN’T a LITTLE PROBLEM! First 18 Months: CHANGE IS NOT EASY! This is a TON OF WORK!!! I’m so committed I refuse to be kept down. Breaking old habits is hard! That UFC works! This is becoming 2nd nature!
    • 65. The Stages Of Learning
    • 66. Your Belief Will Determine if You are Terrified, or You Enjoy the Ride!
    • 67. Now That You Know… What Are You Going To Do?
      • Maurits Horbach
      • Sandler Training
      • Finding Power Through Reinforcement
      • Beukenlaan 10-2121 TL-
      • Bennebroek - the Netherlands
      • +31 6 11320751
      • [email_address]
      • www.nederland1.sandler.com