OPPORTUNITY 2: GROWTH Nova Southeastern University May 12, 2011
Dec 13, 2015
Time Topics:
◦ Some stereotypes of salespeople◦ Problems many salespeople face◦ Possible solutions to these problems◦ The importance of a healthy self-perception/
concept◦ A ‘free’ advertisement◦ Questions/Comments
Today’s Agenda
Salespeople assume customer desires◦ Talk generic features or maybe features and
benefits Customers use the salesperson
◦ Free information/price leverage Salespeople are afraid to talk money Customers won’t give decisions
◦ Stall, give objections Salespeople engage in self-delusion Salespeople are afraid
Stereotypes & Typical Sales Issues
The Sandler Selling System
Closing: Fulfillment Post-Sell
Relationship: Bonding & Rapport Up-Front Contracts
Qualifying: Pain Budget Decision
The Buyer-Seller DanceConflicting Strategies in the Sales Arena
The Salesperson’s Traditional Strategy for Developing Selling Opportunities
Vs.
The Prospect’s Strategy for Controlling Buying Opportunities
When Strategies Collide
Act Motivated Avoid Commitment
DisappearObtain Information
Fact FindingAnalysisJob Spec
DemoPresentation
Proposal
CommitmentClose
Contract
HandleStalls &
Objections
Follow UpTrack Down
Chase
Appear Interested
“VMOLIM” Voice mail Out-to-lunch In a meeting
Wandering Wasting time and effort False hope Procrastination Other
What do Put-Offs Mean to the Salesperson?
4 positives of a sales call:◦ Yes◦ Clear future◦ NO◦ Lesson Learned
No fear of rejection – go for a NO. DISQUALIFY
Go for the NO!
The Up-Front Contract
Up-Front means—
Contract means— An agreement regarding the objectives for the meeting, the role each participant will play in meeting those objectives, and the intended outcome of the meeting.
In advance of the event.
Adding Control and Predictability
© 2006 Sandler Systems, Inc.
Pain
between where your prospect is…
Pain exists when there is a gap…
and where your prospect wants to be…
and your product or service can bridge the gap.
Uncovering the Prospect’s Investment Expectations or Limitations
Before
You Begin Working on Proposals or Presentations
Budget
DecisionIdentifying the Prospect’s Decision-Making Process
You must uncover the following elements—
Who?
What?
When?
Where?
How?
Why?
The Prospect is Qualified
Now What?
What is your closing objective?
To close the sale or to close the file!
BUYING DECISION!
You’ve uncovered pain, the prospect is willing/able to make investments;you know and can meet the prospect’s decision process, it’s time to close
What does it take to develop & deliver a solution? Resources analyzing information Resources in developing a ‘possible’
solution Resources in developing presentation
◦ Materials◦ Demonstrations
Resources in making presentations◦ Drive◦ Number involved◦ Time delivering
Why you could still lose the sale 3 causes of losing the sale:
◦ You received inaccurate information regarding the prospect’s needs, wants, problems, PAIN.
◦ Circumstances might have changed and you are not aware of it.
◦ The prospect has not been totally honest
Fulfillment
Present
• Prospect prioritizes aspects of the Pain
• Start with highest priority item
• Obtain prospect verification
• Continue with next item
• Complete ¾ of the presentation
3 Elements of the Post-Sell 1. Preventing the loss of the sale from:
◦ Buyer’s remorse◦ Going to the competition◦ Cancelling to go to the incumbent
2. Establishing ground rules for the future:◦ ANOTHER UFC
3. Obtaining future business and referrals
Identity / Role TheoryWhat you “R” is Not Who You “I”
WINNER
AT-LEASTER
NON-WINNER
Identity Role10
9
8
7
6
5
4
3
2
1
0
Identity / Role TheoryAre You Trapped in Your Comfort Zone?
Sandler Rule: You can only perform in your roles in a
manner that is consistent with how you see yourself
conceptually.
The Sandler® Philosophy Salespeople are professionals. The prospect must qualify for the sales
professional’s time and efforts. Developing a business opportunity should
not be hysterical activity. Some prospects won’t qualify for your time. Stalls and objections should not be part of
the selling process. Wishing and hoping is not part of the
selling process. There should be a start and finish to every
selling opportunity.
Separate the Sales ROLE from the person –◦ Do not allow buyers to control the salesperson’s
self-image Lead the DANCE – control the process Focus on the buyer – we are NOT for
everyone Ask questions to identify buyer’s PAIN Work toward self-discovery and self-
education. Don’t present prematurely
Summary – 10 Tips For Monday
Make the buyer qualify for the salesperson’s time.◦ Do they have the money and are they willing to
spend?◦ How do they make decisions?
Sell ONLY to resolve pain, don’t sell generic features
Present ONLY what’s necessary Keep the product sold Focus on customer satisfaction
Summary – 10 Tips For Monday
H.S.I. program is based on the Sandler model.
Focuses on consultative business-to-business sales.
Undergraduate and Graduate Programs in Sales and Sales Management.
Huizenga Sales Institute Programs
MKT 5110 Proven Sales Concepts and Sales Leadership
MKT 5120 Practical Approaches to Customer Relationship Management
MKT 5130 Streamlined Market Development & Selling Strategies
MKT 5140 Award Winning Concepts for Business Negotiations
Certificate in Sales (12 credits)
MKT 5210 Breakthrough Sales Force Leadership and Strategy
MKT 5220 Career Climbing Sales Executive Management
MKT 5230 State-of-the-Art Sales Planning and Analysis
MKT 5240 Real World Management of Sales Systems
Certificate in Sales Management(12 credits)