How to Break the Rules and Increase Sales
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HOW TO BREAK THE RULES & INCREASE SALES The Buyer-Seller Dance: Who Is Leading Who? A MORE DEDICATED CONNECTION
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Transcript of How to Break the Rules and Increase Sales
HOW TO BREAK THE RULES & INCREASE SALESThe Buyer-Seller Dance: Who Is Leading Who?
A MORE DEDICATED CONNECTION
TRADITIONAL SALES PROCESSTHE BUYER-SELLER DANCEWhat Are Your Sales Challenges?
TRADITIONAL SALES PROCESS
1. Small Talk/Chit Chat with the prospect
TRADITIONAL SALES PROCESS
2. Needs•Find out exact needs or a “needs analysis”
TRADITIONAL SALES PROCESS
3. Presentation•Your solution based upon needs
TRADITIONAL SALES PROCESS
4. Try to Close the Business:- No Sale..... (What do we hear from our prospects?)
•Stalls & Objections•Think it Over•Talk to someone else (wife, business partner, boss) •Not a good time•Price is too high•I have to shop around
TRADITIONAL SALES PROCESS
5. Chase Mode
THE BUYER PROCESS
1. Small Talk/Chit Chat with you
THE BUYER PROCESS
2. Mislead:•Self-Protection•Don’t trust salespeople•Tricky closes and manipulative tactics•Can sound negative and positive (basically over exaggerate not having problems or having major problems)
THE BUYER PROCESS
3. Information Gathering:- Product Knowledge
•“UNPAID CONSULTANT”
- Price•Shop and compare your bids•Possibly negotiate a lower rate with existing supplier or do it themselves
THE BUYER PROCESS
4. Further Mislead•(This sounds great!)•You leave willingly•You give more information
Rule:•The most positive prospect is the most dangerous!
THE BUYER PROCESS
5. Hide Mode:•Voice Mail Jail, on vacation, not answering phone, call you back, etc.•You are a pest now
THE BUYER PROCESS
Sales:1. Small Talk/Chit Chat2. Needs3. Presentation4. Close5. Chase
Buyer:1. Small Talk/Chit Chat2. Mislead3. Information Gathering4. Further mislead5. Hide
Who Wrote What System?
How do we get pastthese challenges?
BUILD TRUST
Using someAlternative Choices
ALTERNATIVE CHOICES
1. Pattern Interrupt:• Not acting like, looking like, or resembling a stereo-typical self-centered salesperson
ALTERNATIVE CHOICES
2. Set Ground Rules•Time•Agenda (Salesperson & Prospect)•“No” Option•“Yes” Option
ALTERNATIVE CHOICES
3. Find a Compelling Personal Emotional Reason For Your Prospect To Buy
•Not “Needs” - 6 to 7 layers deeper•People don’t buy features and benefits•People buy emotionally and justify their decisions intellectually
It’s called “PAIN”
ALTERNATIVE CHOICES
4. Three Types of “Pain”•Immediate•Foreseeable (in the future)•Gain
ALTERNATIVE CHOICES
5. Three Levels of “Pain”•Surface (Intellectual problem identified)•Business Impact ($)•Personal (for your prospect)
Pain Funnel
ALTERNATIVE CHOICES
6. Investment•Money (willing and able)•Time•De-Investment (Financially / Emotionally)
ALTERNATIVE CHOICES
7. Decision Process•Who•What•When •Where •Why•How
ALTERNATIVE CHOICES
8. Fulfillment/Presentation•Present on pains only (not on needs)•What happens if we present on things that we (salespeople) think are important?
ALTERNATIVE CHOICES
9. Post Sell/Referrals/Strategic Account Management•Buyers Remorse (Competitor intervention / Not exactly what customer wanted)•Referral Process•S.A.M. Process
ALTERNATIVE CHOICES
Summary of System
1. Pattern Interrupt (Bonding & Rapport)2. Set Ground Rules3. Find Pain4. Understand Investment Process5. Understand Decision Process6. Present on Pains7. Post Sell
{Dis-Qualify
WIMP JUNCTION:
The point where you decide to take control of the sales process
or wimp out.
This could be the difference between your dreams and your
family’s dreams.
QUESTIONS?A MORE DEDICATED CONNECTION
Brought to you by:
CONTACT:Rob FishmanCompany: Sandler TrainingEmail: [email protected]: 631-231-3538 http://www.legend.sandler.com© Sandler Systems, Inc., 2003, 2007 all rights reserved
