OPPORTUNITY 2: GROWTH

Nova Southeastern UniversityMay 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

Today’s Agenda

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

Stereotypes & Typical Sales Issues

DON’T FALL VICTIM TO THESE TYPICAL SALES

ISSUESDevelop a System of Selling

The Sandler Selling System

Closing: Fulfillment Post-Sell

Relationship: Bonding & Rapport Up-Front Contracts

Qualifying: Pain Budget Decision

DON’T BE A FOLLOWER/ LEAD!

The Dance and the Up-Front-Contract

The Buyer-Seller DanceConflicting 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

DisappearObtain Information

Fact FindingAnalysisJob Spec

DemoPresentation

Proposal

CommitmentClose

Contract

HandleStalls &

Objections

Follow UpTrack Down

Chase

Appear Interested

“VMOLIM” Voice mail Out-to-lunch In a meeting

Wandering Wasting time and effort False hope Procrastination Other

What do Put-Offs Mean to the Salesperson?

4 positives of a sales call:◦ Yes◦ Clear future◦ NO◦ Lesson Learned

No fear of rejection – go for a NO. DISQUALIFY

Go for the NO!

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

DON’T DISCUSS YOUR REASONS FOCUS ON THE

CLIENT’S REASONSPain and Questioning

© 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.

PainThe Pain Puzzle

Pain 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

DecisionIdentifying 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

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

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

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?

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

Sandler RULE Never manage your number, manage your

behavior.

Identity / Role TheoryWhat you “R” is Not Who You “I”

WINNER

AT-LEASTER

NON-WINNER

Identity Role10

9

8

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6

5

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2

1

0

Identity / Role TheoryAre 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.

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.

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

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

Summary – 10 Tips For Monday

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.

Huizenga Sales Institute Programs

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

Certificate in Sales (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  

Certificate in Sales Management(12 credits)

QUESTIONS &Thank you

Charlie PettijohnDirector of the Huizenga Sales Institute