Sps bbc presentation_wood, danny

Why Entrepreneurs Fail At Selling…
And what you can do about it!
Danny Wood
President
dwood@sandler.com
www.dwood.sandler.com

What We’ll Cover
 Differentiate Those Who Can vs. Will Sell
 A Selling System to Acquire New Clients and Expand
Existing
 Methods for Selling Value Instead of Price
 The Pitfalls that are Costing You Sales
 Heightened Awareness of Where You Can Improve
(c) 2016 Sandler Systems, Inc. All rights reserved.
Danny Wood Enterprises· 301 Route 17, Suite 800 · Rutherford, NJ 07070
Tel: 201-842-0055 · dwood@sandler.com · www.dwood.sandler.com

And a question for you…
The one thing that is preventing you from taking
your business to the next level is _______________?
(This must be something within Your control)
How much is this costing you in commission
annually?

The Success Triangle
SUCCESS
► You
► Confidence
► Self-esteem
► Personal Presence
► Belief
► Intrapreneurial Spirit
Attitude
TechniqueBehavior
Goals, Cookbook, Time Blocking
Never Eat Alone, LinkedIn, Cold Call/Emails
Tactics that make you more effective
when communicating with your
prospects and customers

The Belief Wheel
Outlook
Judgments
Actions
Results

Comparison of Selling Systems
 Selling System?
 What Selling System?
 Systems in all other areas of their Company
 Most Companies Wing it!

The Prospect’s System
 Step 1: Mislead/Lie
 Step 2: Un-Paid Consulting
 Presentations
 Product Information
 Proposals/quotes
 Step 3: Stall/SYA
 Love Ya! – TIO
 Step 4: Hide
 VM – LM – IM – OL - OOC

Traditional Sales
 Step 1: Find or Create a Need (Qualify)
 Step 2: Present Features & Benefits
 Step 3: Close
 Handle Stalls and Objections
 Step 4: Follow Up and Be Persistent

Traditional Sales vs. Prospect
 Traditional sales methods often make a sales
person feel like a pest
 Ask yourself…
 Who is in control?
 What percentage of the time?
 What’s the motivation to go through that again?

Sandler Submarine

Sandler Selling System
 Step 1: Bonding & Rapport
 Pattern Interrupt
 Active Listening
 Relationship Building
 DISC
 Visual/Auditory/Kinesthetic

The Taking Flight! Characters
InteractiveDominant
Conscientious Supportive

 Step 2: Up Front Contracts
 Agreed upon ground rules - up front
 No “Land of Mutual Mystification”
 No Wishy Washy Words
 Faster Decisions
 Compressed Sales Cycle

 Step 3: PAIN
 Not Need
 6-8 layers deeper
 Personal, compelling, emotional,
reasons to buy
 People don’t buy features & benefits
 Is there a commitment?

Diagnosing Pain:
The Sandler Pain Funnel

 Step 4: Investment
 Budget and money issues
 Willing and able to invest
 Is prospect willing to de-invest?
 When do we usually find out?
 Why is the end a VERY bad place?

 Step 5: Decision Process
 We know what we should find out, but often don’t
ask…
 Who, What, Where, When, Why, How?
 Who ELSE? When do we find out???

 Step 6: Fulfillment
 Presentation and Recommendations
 What do we present?
 Highly focused, customized solutions to:
 The Decision Makers
 Within the known budget
 To cure specifically known PAIN(s)

 Step 7: Post – Sell
 No pressure - no buyers remorse or back-outs
 Execute a Referral System
 Develop a Strategic Account Management Plan

Comparison of Sales System
Prospects System
 Mislead/Lie
 Un-Paid
Consulting
 Stall/SYA
 Hide
Traditional System
 Qualify
 Present F&B
 Close
 Follow up & be
Persistent
Sandler System
 Bonding & Rapport
 Up-Front Contract
 PAIN
 Investment
 Decision Process
 Fulfillment
 Post-Sell
WIMP Junction

Critical Factors That Cost You Sales
1. You don’t tightly target your prospects.
2. You’re not sufficiently selective about the prospects with
whom you meet.
3. You don’t command control of prospect conversations.
4. You’re not properly prepared for meetings.
5. You neither establish credibility nor demonstrate expertise.
6. You don’t ask “tough” questions.
7. You rush to make presentations.

The Common Denominator of Success
 The secret is that successful people formed the habit of
doing what unsuccessful people don’t like to do.
 If you don’t deliberately form good habits then you will
unconsciously form bad ones.
 Your burning desire to achieve your goal overrides the
pain of doing the things you don’t want to do.
1940 Albert Gray

Lessons Learned
What did you hear today that might make a positive
difference in helping you take your business to the
next level?
ONE Thing You Will Start Doing
ONE Thing You Will Stop Doing

Its Raffle Time
• Please take out the card you filled out
• Please circle the M or R or S
after I explain what they mean

Danny Wood
Sandler Training
301 Route 17, Suite 800
Rutherford, NJ 07070
(201) 842-0055
dwood@sandler.com
www.dwood.sandler.com

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