Presentation on theme: "Nova Southeastern University May 12, 2011. Time Topics: ◦ Some stereotypes of salespeople ◦ Problems many salespeople face ◦ Possible solutions to."— Presentation transcript:
Nova Southeastern University May 12, 2011
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
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
Develop a System of Selling
The Sandler Selling System Closing: Fulfillment Post-Sell Relationship: Bonding & Rapport Up-Front Contracts Qualifying: Pain Budget Decision
The Dance and the Up-Front-Contract
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
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
“VMOLIM” Voice mail Out-to-lunch In a meeting Wandering Wasting time and effort False hope Procrastination Other
4 positives of a sales call: ◦ Yes ◦ Clear future ◦ NO ◦ Lesson Learned No fear of rejection – go for a NO. DISQUALIFY
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
Move the buyer from intellectual to emotional (WIIFM)
Uncovering the Prospect’s Investment Expectations or Limitations Before You Begin Working on Proposals or Presentations Budget
Decision Identifying 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
Resources analyzing information Resources in developing a ‘possible’ solution Resources in developing presentation ◦ Materials ◦ Demonstrations Resources in making presentations ◦ Drive ◦ Number involved ◦ Time delivering
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
Fulfillment Confirm What would you like me to do now?
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
Never manage your number, manage your behavior.
Identity / Role Theory What you “R” is Not Who You “I” WINNER AT-LEASTER NON-WINNER Identity Role
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.
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
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
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.
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
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
Charlie Pettijohn Director of the Huizenga Sales Institute