2008, 2009 Sandler Systems, Inc. All rights reserved.

www.psta.sandler.com

Eric Thompson Jim Cornelius

Serving Wisconsin for over 12 years!

To Increase Revenues

You Have to Increase Sales

2008, 2009 Sandler Systems, Inc. All rights reserved.

What are your Challenges and Frustrations?

2008, 2009 Sandler Systems, Inc. All rights reserved.

What are the Steps of Your Selling Process?

Understanding Your Selling Strategy

You are at your appointment, about to meet your prospect.

What is YOUR strategy for selling to this prospect?

(No marketing, phone calls setting up the appointment, etc)

Your there, ready to go, what do you do?

2008, 2009 Sandler Systems, Inc. All rights reserved.

Traditional Selling Process

Is your only difference price?

2008, 2009 Sandler Systems, Inc. All rights reserved.

Buyers Process

2008, 2009 Sandler Systems, Inc. All rights reserved.

Who’s System is Stronger?

Traditional Selling Process Buyers Process

2008, 2009 Sandler Systems, Inc. All rights reserved.

How do we get past these challenges?

Build Comfort! Build Trust!

2008, 2009 Sandler Systems, Inc. All rights reserved.

Alternative Choices

2008, 2009 Sandler Systems, Inc. All rights reserved.

Alternative Choices1. Pattern Interrupt-

Not acting like, looking like, or resembling a stereo-typical self-centered salesperson

2. Set Ground Rules

Time - Agenda (Salesperson & Prospect) - “No” Option - “Yes” Option

3. Find a Compelling Personal Emotional Reason For Your Prospect To Buy

People don’t buy features and benefits - People buy emotionally and justify their decisions intellectually

4. Investment

Are they willing and able?

5. Decision Process

Who – What – When – Where – Why - How

6. Fulfillment/Presentation

Present on pains only (not on needs)

7. Post Sell/ Referrals/ Strategic Account Management

Buyers Remorse - Competitor intervention - Referral Process

2008, 2009 Sandler Systems, Inc. All rights reserved.

2008, 2009 Sandler Systems, Inc. All rights reserved.

2008, 2009 Sandler Systems, Inc. All rights reserved.

1. Raise your Expectations

Tips to Increase Your Revenues:Tips to Increase Your Revenues:

2008, 2009 Sandler Systems, Inc. All rights reserved.

1. Raise your Expectations

2. Stop accepting Mediocrity

Tips to Increase Your Revenues:Tips to Increase Your Revenues:

2008, 2009 Sandler Systems, Inc. All rights reserved.

1. Raise Your Expectations

2. Stop Accepting Mediocrity

3. Stop Comparing Yourself to the Average

Tips to Increase Your Revenues:Tips to Increase Your Revenues:

2008, 2009 Sandler Systems, Inc. All rights reserved.

Tips to Increase Your Revenues:Tips to Increase Your Revenues:

1. Raise Your Expectations

2. Stop Accepting Mediocrity

3. Stop Comparing Yourself to the Average

4. Find a Peer Group of the BEST of the BEST- Benchmark around that group!

2008, 2009 Sandler Systems, Inc. All rights reserved.

Jim Cornelius: (715) 571-8639

jcornelius@sandler.com

Eric Thompson: (920) 819-4186

ethompson@sandler.com

Professional Sales Training Associates INC

1985 W Packard, Appleton, WI 54915

Servicing Wisconsin for over twelve years!

Our Wisconsin Training Locations:

Appleton Milwaukee Wausau

To get your questions answered- Give us a call!