Who’s System Are You Following The Buyer Seller Dance
Nov 17, 2014
Who’s System Are You Following
The Buyer Seller Dance
When You are the Buyer!
• Shop for Interest rate on Mortgage
• Buy a Car
• Remodel Your Kitchen
What We Have Been Taught
99%
The Buyer’s System
Protect Themselves! Hide Real Agenda AND Even LIE!
Buyer/Prospect System
Free Consulting/Advice!
Buyer/Prospect System
Think It Over!
Buyer/Client/Prospect
Chase!
Buyer Seller Dance
Buyer/Prospect !
00% Control
Buyer/Prospect !
00% Control1. Protection “Lie”
2. Free Consulting
3. Think It Over’s Lie #2
4. Put You CHASE
Traditional Selling System
Features & Benefits
Need Questions
Traditional System
Proposal
Solutions
Traditional
Overcome Objections
Traditional System
Close!
Buyer Seller Dance
SandlerSandler1. Bonding
Rapport1. Bonding
Rapport2. Upfront
contract2. Upfront
contract3. PAIN3. PAIN
4. Budget/money
4. Budget/money
5. Decision5. Decision6. Fulfillment6. Fulfillment7. Post Sell7. Post Sell
Traditional
Traditional1. Features &
Benefits1. Features & Benefits
2. SolutionsProposals
2. SolutionsProposals
3. Overcomeobjections
3. Overcomeobjections
4. CLOSE4. CLOSE
ProspectProspect1. Lie #11. Lie #1
3. Lie #23. Lie #2
4. CHASE4. CHASE
2. Free Consulting
2. Free Consulting
Sandler Submarine
Bonding &
Rapport
Up Front Contract
PAIN
Budget
Decision
Fulfillment
Post Sell
Have a system – Key Strategies
• Control over the process – specific behaviors and actions
• Saves time – qualify or disqualify early
• Stay on track – exactly what will happen
• Recognize problems early – set bombs off
• Focus on prospect, not what to say next
Sales, Marketing & Customer Service Automation
• Lead, opportunity and account management
• Campaign management, email marketing
• Case management and incident tracking
• Advanced Dashboards
CRM Software
• Oasis supports several CRM products
• SugarCRM can be deployed in a 100% mobile friendly cloud format or can be installed on your servers
• Offers a 360 degree view of customer and prospect sales processes
FREEFREE Sales & CRM Webinars!!
Follow up with us
• Twitter @Oasisky• Facebook facebook.com/OasisSolutionsGroup• LinkedIn
linkedin.com/groups/Oasis-Solutions-Group-Customer-Network-1715527/about
• Blog http://blog.oasisky.com/• Email: Christine Ashley [email protected]
Vince Esposito [email protected]