Buyer Seller Dance - 1

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Why Sales People Fail And What To Do About It - Take Control of the Dance

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Buyer Seller Dance - 1

  1. 1. The Buyer-Seller Dance: Who Is Leading Who? Are You At The Level You Thought You Should Be At This Time In Your Life?
  2. 2. The Buyer-Seller Dance <ul><li>What Are Your Sales Challenges? </li></ul>
  3. 3. <ul><li>Small Talk/Chit Chat with the prospect </li></ul>Traditional Sales Process
  4. 4. <ul><li>Needs </li></ul><ul><ul><li>Find out exact needs or a “needs analysis” </li></ul></ul>Traditional Sales Process (cont.)
  5. 5. <ul><li>Presentation </li></ul><ul><ul><li>Your solution based upon needs </li></ul></ul>Traditional Sales Process (cont.)
  6. 6. <ul><li>Try to Close the Business </li></ul><ul><ul><li>No Sale….. (What do we hear from our prospects?) </li></ul></ul><ul><ul><ul><li>Stalls & Objections </li></ul></ul></ul><ul><ul><ul><ul><li>Think it Over </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Talk to someone else (wife, business partner, boss) </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Not a good time </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Price is too high </li></ul></ul></ul></ul><ul><ul><ul><ul><li>I have to shop around </li></ul></ul></ul></ul>Traditional Sales Process (cont.)
  7. 7. <ul><li>5. Chase Mode </li></ul>Traditional Sales Process (cont.)
  8. 8. <ul><li>1. Small Talk/Chit Chat with you </li></ul>Buyer Process
  9. 9. <ul><li>2. Mislead </li></ul><ul><ul><li>Self-Protection </li></ul></ul><ul><ul><li>Don’t trust salespeople </li></ul></ul><ul><ul><li>Tricky closes and manipulative tactics </li></ul></ul><ul><ul><li>Can sound negative and positive (basically over exaggerate not having problems or having major problems) </li></ul></ul>Buyer Process (cont.)
  10. 10. <ul><li>3. Information Gathering </li></ul><ul><ul><li>Product Knowledge </li></ul></ul><ul><ul><ul><li>“ UNPAID CONSULTANT ” </li></ul></ul></ul><ul><ul><li>Price </li></ul></ul><ul><ul><ul><li>Shop and compare your bids </li></ul></ul></ul><ul><ul><ul><li>Possibly negotiate a lower rate with existing supplier or do it themselves </li></ul></ul></ul>Buyer Process (cont.)
  11. 11. <ul><li>4. Further Mislead ( This sounds great!) </li></ul><ul><ul><li>You leave willingly </li></ul></ul><ul><ul><li>You give more information </li></ul></ul><ul><li>Rule: The most positive prospect is the most dangerous! </li></ul>Buyer Process (cont.)
  12. 12. <ul><li>5. Hide Mode ( Voice Mail Jail , on vacation, not answering phone, call you back, etc.) </li></ul><ul><ul><li>You are a pest now </li></ul></ul>Buyer Process (cont.)
  13. 13. <ul><li>Sales </li></ul><ul><li>Small Talk/Chit Chat </li></ul><ul><li>Needs </li></ul><ul><li>Presentation </li></ul><ul><li>Close </li></ul><ul><li>Chase </li></ul><ul><li>Buyer </li></ul><ul><li>Small Talk/Chit Chat </li></ul><ul><li>Mislead </li></ul><ul><li>Information Gathering </li></ul><ul><li>Further mislead </li></ul><ul><li>Hide </li></ul>Who Wrote What System?
  14. 14. How Do We Get Past These Challenges? Build Trust Using Some Alternative Choices
  15. 15. <ul><li>Pattern Interrupt </li></ul><ul><ul><li>Not acting like, looking like, or resembling a stereo-typical self-centered salesperson </li></ul></ul>Alternative Choices
  16. 16. <ul><ul><li>Set Ground Rules </li></ul></ul><ul><ul><ul><li>Time </li></ul></ul></ul><ul><ul><ul><li>Agenda (Salesperson & Prospect) </li></ul></ul></ul><ul><ul><ul><li>“No” Option </li></ul></ul></ul><ul><ul><ul><li>“Yes” Option </li></ul></ul></ul>Alternative Choices (cont.)
  17. 17. <ul><ul><li>3. Find a Compelling Personal Emotional Reason For Your Prospect To Buy </li></ul></ul><ul><ul><ul><li>Not “Needs” - 6 to 7 layers deeper </li></ul></ul></ul><ul><ul><ul><li>People don’t buy features and benefits </li></ul></ul></ul><ul><ul><ul><li>People buy emotionally and justify their decisions intellectually </li></ul></ul></ul><ul><ul><ul><li>It is called “PAIN” </li></ul></ul></ul>Alternative Choices (cont.)
  18. 18. <ul><ul><li>Three Types of “Pain” </li></ul></ul><ul><ul><ul><li>Immediate </li></ul></ul></ul><ul><ul><ul><li>Foreseeable (in the future) </li></ul></ul></ul><ul><ul><ul><li>Gain </li></ul></ul></ul>Alternative Choices (cont.)
  19. 19. <ul><ul><li>3. Three Levels of “Pain” </li></ul></ul><ul><ul><ul><li>Surface (Intellectual problem identified) </li></ul></ul></ul><ul><ul><ul><li>Business Impact ($) </li></ul></ul></ul><ul><ul><ul><li>Personal (for your prospect) </li></ul></ul></ul>Alternative Choices (cont.) Pain Funnel
  20. 20. <ul><ul><li>4. Investment </li></ul></ul><ul><ul><ul><li>Money (willing and able) </li></ul></ul></ul><ul><ul><ul><li>Time </li></ul></ul></ul><ul><ul><ul><li>De-Investment </li></ul></ul></ul><ul><ul><ul><ul><li>Financially </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Emotionally </li></ul></ul></ul></ul>Alternative Choices (cont.)
  21. 21. <ul><ul><li>5. Decision Process </li></ul></ul><ul><ul><ul><li>Who </li></ul></ul></ul><ul><ul><ul><li>What </li></ul></ul></ul><ul><ul><ul><li>When </li></ul></ul></ul><ul><ul><ul><li>Where </li></ul></ul></ul><ul><ul><ul><li>Why </li></ul></ul></ul><ul><ul><ul><li>How </li></ul></ul></ul>Alternative Choices (cont.)
  22. 22. <ul><ul><li>6. Fulfillment/Presentation </li></ul></ul><ul><ul><ul><li>Present on pains only (not on needs) </li></ul></ul></ul><ul><ul><ul><li>What happens if we present on things that we (salespeople) think are important? </li></ul></ul></ul>Alternative Choices (cont.)
  23. 23. <ul><ul><li>7. Post Sell/ Referrals/ Strategic Account Management </li></ul></ul><ul><ul><ul><li>Buyers Remorse </li></ul></ul></ul><ul><ul><ul><ul><li>Competitor intervention </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Not exactly what customer wanted </li></ul></ul></ul></ul><ul><ul><ul><li>Referral Process </li></ul></ul></ul><ul><ul><ul><li>S.A.M. Process </li></ul></ul></ul>Alternative Choices (cont.)
  24. 24. <ul><ul><li>Pattern Interrupt (Bonding & Rapport) </li></ul></ul><ul><ul><li>Set Ground Rules </li></ul></ul><ul><ul><li>Find Pain </li></ul></ul><ul><ul><li>Understand Investment Process </li></ul></ul><ul><ul><li>Understand Decision Process </li></ul></ul><ul><ul><li>Present on Pains </li></ul></ul><ul><ul><li>Post Sell </li></ul></ul>Summary of System Dis-Qualify
  25. 25. <ul><li>The point where you decide to take control of the sales process or wimp out. </li></ul><ul><li>This could be the difference between your dreams and your family’s dreams. </li></ul>Wimp Junction
  26. 26. The Buyer-Seller Dance <ul><li>Questions? (Typically one or two) </li></ul><ul><li>Contact Info: </li></ul><ul><li>Troy Elmore </li></ul><ul><li>Company: Sandler Training </li></ul><ul><li>Email: telmore@sandler.com </li></ul><ul><li>Phone: 713-651-1800 </li></ul><ul><li>http://www.efconsulting.sandler.com </li></ul><ul><li>© Sandler Systems, Inc., 2003, 2007 all rights reserved </li></ul>

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