The Buyer-Seller Dance - Pahu · What do we do at Sandler? •Sales Training (ongoing and events) •Sales Management Training & Consulting •Hiring Assessments •Customer Service

The Buyer-Seller Dance

Presented by Jeff Schneider

What do we do at Sandler?

• Sales Training (ongoing and events)

• Sales Management Training & Consulting

• Hiring Assessments

• Customer Service Training

• Bootcamps & Seminars

I am an Accidental Seller

The Buyer-Seller Dance: who is leading the dance?

The Traditional Selling System1. The Seller Qualifies the Opportunity

2. The Seller Presents

Traditional Sellers Talk Too Much

Traditional Sellers1. The Seller Qualifies the Opportunity

2. The Seller Presents

3. The Seller Closes

Traditonal Closing Techniques

Traditonal Sellers1. The Seller Qualifies the Opportunity

2. The Seller Presents

3. The Seller Closes

4. The Seller Chases

Traditional Sellers are too pushy

Traditional Buyers:

1. Mislead the seller

The Buyer-Seller Dance is a lot like a game of Poker

Traditional Buyers1. Mislead the seller

2. Gather Information

Traditional Buyers

1. Mislead the seller

2. Gather Information

3. Commit: To Nothing!

Mutual Mystification

Traditional Buyers

1. Mislead the seller

2. Gather Information

3. Commit to nothing!

4. Hide

The Sandler Selling System

The Sandler Selling System1. Bonding and Rapport

Sandler Selling System1. Bonding & Rapport

2. Upfront Contracts

Sandler Selling System1. Bonding & Rapport

2. Upfront Contracts

3. Pain

Pain is a Gap

Sandler Selling System1. Bonding & Rapport

2. Upfront Contract

3. Pain

4. Budget

Sandler Selling System1. Bonding & Rapport

2. Upfront Contracts

3. Pain

4. Budget

5. Decision Mkg. Process

Sandler Selling System

1. Bonding & Rapport

2. Upfront Contracts

3. Pain

4. Budget

5. Decision Making Process

6. Fulfillment (Present and Close)

7. Post Sell

Ways to Learn More

• Visit a class (write “visit” on your biz card)

• Check out seminar schedule on website: www.schneider.sandler.com

• Newsletter: [email protected]

• Send me a LinkedIn invite

• Follow me @schneidertrain on Twitter

Questions?