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Nova Southeastern University May 12, 2011.  Time  Topics: ◦ Some stereotypes of salespeople ◦ Problems many salespeople face ◦ Possible solutions to.

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Presentation on theme: "Nova Southeastern University May 12, 2011.  Time  Topics: ◦ Some stereotypes of salespeople ◦ Problems many salespeople face ◦ Possible solutions to."— Presentation transcript:

1 Nova Southeastern University May 12, 2011

2  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  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 Develop a System of Selling

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

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

9  “VMOLIM”  Voice mail  Out-to-lunch  In a meeting  Wandering  Wasting time and effort  False hope  Procrastination  Other

10  4 positives of a sales call: ◦ Yes ◦ Clear future ◦ NO ◦ Lesson Learned  No fear of rejection – go for a NO.  DISQUALIFY

11 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

12 Pain and Questioning

13 © 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.

14 Pain The Pain Puzzle

15  Move the buyer from intellectual to emotional (WIIFM)

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

17 Decision 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? 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

19  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  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  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  Never manage your number, manage your behavior.

25 Identity / Role Theory What you “R” is Not Who You “I” WINNER AT-LEASTER NON-WINNER Identity Role

26 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 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.

28  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  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  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  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  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


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