1. Nova Southeastern University May 12, 2011
OPPORTUNITY 2: GROWTH
Nova Southeastern University
May 12, 2011

2. Today’s Agenda 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

3. Stereotypes & Typical Sales Issues
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

4. DON’T FALL VICTIM TO THESE TYPICAL SALES ISSUES
Develop a System of Selling

5. The Sandler Selling System
Relationship: Bonding & Rapport Up-Front Contracts
Qualifying: Pain Budget Decision
Closing: Fulfillment Post-Sell

6. DON’T BE A FOLLOWER/ LEAD!
The Dance and the Up-Front-Contract

7. The Buyer-Seller Dance
Conflicting Strategies in the Sales Arena
The Salesperson’s Traditional Strategy for
Developing Selling Opportunities
Vs.
The Prospect’s Strategy for
Controlling Buying Opportunities

8. When Strategies Collide
Appear Interested
Act Motivated
Obtain Information
Avoid Commitment
Disappear
Fact Finding
Analysis
Job Spec
Demo
Presentation
Proposal
Commitment
Close
Contract
Handle
Stalls &
Objections
Follow Up
Track Down
Chase

9. What do Put-Offs Mean to the Salesperson?
“VMOLIM”
Voice mail
Out-to-lunch
In a meeting
Wandering
Wasting time and effort
False hope
Procrastination
Other
What these actions mean is that the salesperson is spending a considerable amount of time and effort without much of a return on his/her investment. Additionally, these mean that the salesperson can become discouraged, impatient, and confused.

10. Go for the NO! 4 positives of a sales call:
Yes
Clear future NO
Lesson Learned
No fear of rejection – go for a NO.
DISQUALIFY
If the salesperson can learn that a NO is not literally ‘fatal’ then he/she will gain more sales, because they no longer perceive no as being a rejection of them ‘personally’. Instead, they will learn that customers buy for their own reasons (or not) and that learning these reasons soon will save time and discouragement.

11. Adding Control and Predictability
The Up-Front Contract
Adding Control and Predictability
Up-Front means—
In advance of the event.
Essentially, the salesperson is simply telling the customer what to expect in the meeting. Sandler’s analogy is the Dentist who tells the patient what to expect at each stage of the process.
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.

12. DON’T DISCUSS YOUR REASONS FOCUS ON THE CLIENT’S REASONS
Pain and Questioning

13. and your product or service can bridge the gap.
Pain
Pain exists when there is a gap…
between where your prospect is…
and where your prospect wants to be…
and your product or service can bridge the gap.
© 2006 Sandler Systems, Inc.

14. Pain
The Pain Puzzle

15. Pain
Move the buyer from intellectual to emotional (WIIFM)

16. Budget
Uncovering the Prospect’s Investment Expectations or Limitations
Before
You Begin Working on Proposals or Presentations

17. Decision Who? What? When? Where? How? Why?
Identifying the Prospect’s Decision-Making Process
You must uncover the following elements—
Who?
What?
When?
Where?
How?
Why?

18. The Prospect is Qualified Now What?
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 is your closing objective?
To close the sale or to close the file!
BUYING DECISION!

19. 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

20. 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

21. 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

22. Fulfillment
Confirm
What would you like me to do now?

23. 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

24. Sandler RULE
Never manage your number, manage your behavior.

25. What you “R” is Not Who You “I”
Identity / Role Theory
What you “R” is Not Who You “I”
Identity
Role 10 9 8 7 6 5 4 3 2 1
WINNER
AT-LEASTER
NON-WINNER

26. Are You Trapped in Your Comfort Zone?
Identity / Role Theory
Are 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.

27. 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.
Obviously, this is the foundation of the course. While salespeople and other business people can and should be service oriented, the philosophy indicates that salespeople are not subservient. Instead, salespeople are business people and their time is valued too.

28. Summary – 10 Tips For Monday
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

29. 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

30. Huizenga Sales Institute Programs
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.

31. Certificate in Sales (12 credits)
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

32. Certificate in Sales Management(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  

33. Charlie Pettijohn Director of the Huizenga Sales Institute
QUESTIONS &Thank you
Charlie Pettijohn
Director of the Huizenga Sales Institute