Selling Success in the New Reality

Selling Success in the New Reality
Presented by Troy Elmore
Sandler Training

Draft Agenda
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.
The mindset around dealing with
the “new normal”
Developing your activity-based
success plan
Best practices in selling and
prospecting in the “new normal”

What applies
to you?
3
Stall with excuses?
Quibble over price and incentives?
Back away from any sort of commitment?
Tell you that they have to think-it-over?
Pick you brain for ideas, and then give the business to someone else?
Do your
prospects:
Dealing with perpetual “tire-kickers”?
Making polished, professional presentations to people who can’t (or
won’t) make a decision
Using your negotiated price as a bargaining chip for the competition?
Chasing prospects who won’t take or return your calls?
Arm wrestling over price at the end of the process?
Handling one stall or objection only to have another emerge almost
immediately?
Feeling frustrated because you can’t get your prospects to keep
commitments you finally got them to make?
Wasting time with “suspects” when you should invest your time with
qualified prospects
Constantly looking for new ways to find prospects?
Are you
tired of:

Sandler
Success
Triangle
©2020 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) and Sandler are registered service marks of Sandler Systems, Inc
SUCCESS

What’s
Your
Mindset?
SUCCESS

3 Critical
Components
of Attitude
ATTITUDE
YOU
COMPANYMARKET

No Crisis Is Permanent
1941
1979
1987
2000
2001
2008
2020

How Good Is
The Average
Salesperson?
©2020 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) and
Sandler are registered service marks of Sandler Systems, Inc

It is our responsiblity to be
10Xer’s
©2020 Sandler Systems, Inc. All rights reserved. S Sandler Training (with
design) and Sandler are registered service marks of Sandler Systems, Inc

Changing Your
Attitude

Sandler Rules:
“Never let how you
feel determine how
you act, let how you
act determine how you
feel.”
©2020 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) and Sandler are
registered service marks of Sandler Systems, Inc

Our Mindsets…
Prospects/Clients need us now more than ever.
We are built for situations like this.
I’m open and receptive to all good in the world
People are craving Connection, Communication and
Collaboration
I will focus on the positive…and there is lots of it.
There is always opportunity.
I will “double down” and not “hunker down”
I am respectful in all communications

What’s a Mindset that would make sense right
now?
* I will focus on the positive- there’s plenty of it
* My Prospects/Clients need me more than ever now
* We are built for this type of environment
* Our Prospects/Clients are craving connection

Revise Your Behaviors
• Video Conferencing
• Social Selling- Linked In
• Cold Calling & Cold Emailing
• Thought Leadership
• Webinars & Online Events
• Client Relationships
New Behaviors:
• Networking Events
• In-Person Calls
• Travel
• Event Marketing
• Lunch Meetings
Pressing Pause:

KEEP ATTAIN
RECAPTURE EXPAND
GOALS
KARE for Your
Clients

KARE
• Keep
• Extra service
• Touch calls
• Value add education
• Attain
• Webinars (Virtual)
• Education (Linked In)
• Emails/Calls for Conversations (not necessarily
sales)
• Recapture
• Service/support to help them get back going
quickly (possibly no charge)
• Expand
• Offer support to their clients, suppliers, and
customers
• Offer support to kickstart their business

What are some strategic behaviors you will
start doing?
* Touch calls to existing Clients
* Virtual educational series for past clients
* Emails (Linked In) and calls to target prospects
* Value Add services to help your Client’s business

Sandler Rules:
You can’t manage anything
you can’t control.
Never manage your numbers;
manage your behavior.
Time block everything!

Building Relationships
We all remember
where we were on
9/11. Be ready for
the moment!
New engagement
questions:
How is the situation
impacting your
industry?
…and your
marketplace?
…your company?
…you?
Use a conversation
starter: Crazy
times…

Building Relationships
• Everyone is stroke deprived
• Look for the opportunity for sincere strokes as
you engage
• Be personal, significant and
unexpected.
• You need to be a bright part of their
day
• Your enthusiasm needs to be contagious
• Virtual Networking
• Have a Virtual Lunch (Uber Eats)
• Have a Virtual Coffee
• Send a handwritten note

Break
Patterns
Don’t act like a
stereotypical
salesperson

Up Front Contract Tweaks
Is it the appropriate time? Use respectful language
“No worries if there are interruptions with children, pets, etc.”
“Would you be comfortable
making it a web call?”
Communication
Collaboration
Connection
Review what got you to this meeting
Ask if anything has changed since the last time you spoke
Have a clear purpose for the meeting (Include it in your slide
deck)

Setting Expectations (UFC)
• Give permission to say NO
• Give multiple versions of what YES
MEANS
• End with a clearly defined, in the calendar
meeting with expectations set as to what
the next steps are moving forward.
• Get permission to reach out separately if
it’s a group call
• Get on people’s calendars for June and
July NOW. When “normal” returns
everyone is going to be crazy busy. Be
first in line.

Pain and Questioning Strategies
• These are emotional times.
• People buy emotionally.
• Moving away from a negative
consequences is a 5X better motivator
than moving toward a positive
consequence.
• Use Social Proof and Third-Party
Stories.
• The “Order Taking” days are
temporarily gone

Pain and
Questioning
Strategies
Use the current
situation to do a deeper
dive.

Re-qualify the Pipeline
“I know we have been working on this for
awhile and I had forecasted at 80% to
come in before the end of June. My guess
is with all the craziness that is off the
table?”
“Now that people are working from home
more, how has that changed how
approvals are made?”
“We are finding other Owners are still
wanting their clients to have the best care.
Is that still the case here? Should we still
talk?

What is one technique you will start using
immediately?
* Setting better up-front expectations
* Finding Pain vs. selling features/benefits
* Re-qualifying existing opportunities
* Breaking a pattern through honesty and empathy

Remember:
5 Seconds of Guts…
is all you need

Prospecting
Best
Practices
Call quickly when you get a lead from
a social media post
Up the ante on “personal connection”
Don’t be tone deaf
Make sure you have yourself sold first!

A respectful and sensitive approach

A reply with exclamation marks from a
cold prospect!

Final
Thoughts
• Attitude
• Talk to yourself- Don’t listen to yourself
• Journal to reinforce beliefs
• Behavior
• Be intentional about your behavior using the
KARE model with specific goals
• Use time blocks for important but not urgent
activities
• Develop a morning and evening ritual (Atomic
Habits)
• Technique
• Break patterns in your techniques
• Goal is to get “Conversations”
• Virtual Conversations should hold the same
regard/respect as Face to Face

Thank You For Attending!
You are the 10Xers!
Be ready for the moment!
GET OUR FREE RESOURCES AT
WWW.ISS.SANDLER.COM/SELL

Selling Success in the New Reality

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