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Sandler Rule Twenty-Two
- 1. Sandler Rule #22 with Ken Seawell
- 2. Let me tell you a story…
- 3. What does this story mean for you, the salesperson? • Many salespeople use the presentation as their way to prepare • Understanding a prospect’s pain and investment ability is the way to gain clarity • Must do the steps prior to the presentation so you get the outcome you want
- 4. If you're going to provide a solution, only do it when your prospect is ready to make a well-informed decision You can only close the deal when you’ve done the setup to close the deal Takeaways
- 5. Reach out on any these platforms to learn more or connect with me. Phone: 248-229-4312 Email: ken.seawell@sandler.com Facebook: Ken Seawell- Sandler Training or @KenSeawellSandler Twitter: @KenSeawell
Editor's Notes
- “In my continuing series on the Sandler Rules, let’s talk about Rule 22, “only give a presentation for the ‘kill.’”
- “Allow me tell you a story of a time when I had to prepare.” **Tell story
- “Now I know that story was about me, but it can relate back to you.” *Click “Many salespeople use their presentation as the “dog and pony show” and think that by preparing a presentation, they are ready to make the sale and the “kill.” *Click “But preparation really comes from getting to know your prospect, your prospect’s pain, and their investment ability. When you are clear on these aspects, then you start to really prepare for the kill.” *Click “If you want the outcome to be in your favor, aka making the sale, then you have to do these steps. And you have to do these steps before giving the final presentation.”
- “If you learn anything through this video, I hope it’s this” *Click “If you’re going to provide a solution to a prospect, you should only do it when you are both on the same page with all the details, and they can make a well-informed decision on if they want to work with you.” *Click ”You can only close the deal when you’ve done the proper setup to close, and “kill” the sale.”