Prospecting Behavior Dashboard - Sandler Foundation
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Prospecting Behavior D A S H B O A R D FOR e You can’t manage anything you can’t control. e Never manage your numbers; manage your behavior. e Only the prospect can become emotionally involved in a selling situation. Never become emotionally involved in a sales call, especially a cold call. e When prospecting, go for the appointment. e When setting appointments, always get invited in. NO BEGGING! e You cannot fail at prospecting unless you fail to prospect. e You don’t have to like prospecting; you just have to do it! e Not every prospect is qualified to become a customer. e A winner has alternatives; a loser puts all his eggs in one basket. © 2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) and Sandler are registered service marks of Sandler Systems, Inc. DEVELOPING YOUR COOKBOOK 7 Define exactly what you want to accomplish. 7 Establish ground rules for future obligations. 7 Determine the number of sales you need. 7 Decide if the numbers are realistic. THE 30-SECOND COMMERCIAL 1. Introduction 2. Capsule Summary 7 Pain Statement 7 Benefit Statement 3. Hook Question YOUR COMPETITIVE ADVANTAGE 7 Why do your clients buy your type of product or service? 7 Why do they buy from you, specifically? 7 What would your clients lose if they did not buy from you? THE NO-PRESSURE PROSPECTING CALL 1. Opening 2. Up-Front Contract 3. 30-Second Commercial 4. Close for Appointment 5. Post-Sell 7 Pattern Interrupt 7 Get Permission 7 Pain, Benefit & Hook Question 7 Get Invited In! 7 Confirm the Appointment A completed Cookbook will tell you how much activity you should do every day to achieve your goals. www.sandler.com
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Transcript of Prospecting Behavior Dashboard - Sandler Foundation
Prospecting BehaviorD A S H B O A R D FOR
e You can’t manage anything you can’t control.
e Never manage your numbers; manage your behavior.
e Only the prospect can become emotionally involved in a selling situation. Never become emotionally involved in a sales call, especially a cold call.
e When prospecting, go for the appointment.
e When setting appointments, always get invited in. NO BEGGING!
e You cannot fail at prospecting unless you fail to prospect.
e You don’t have to like prospecting; you just have to do it!
e Not every prospect is qualified to become a customer.
e A winner has alternatives; a loser puts all his eggs in one basket.
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DEVELOPING YOUR COOKBOOK7 Define exactly what you want to accomplish.7 Establish ground rules for future obligations.7 Determine the number of sales you need.7 Decide if the numbers are realistic.
THE 30-SECOND COMMERCIAL1. Introduction2. Capsule Summary 7 Pain Statement 7 Benefit Statement3. Hook Question
YOUR COMPETITIVEADVANTAGE7 Why do your clients buy your type of product or service?7 Why do they buy from you, specifically?7 What would your clients lose if they did not buy from you?
THE NO-PRESSURE PROSPECTING CALL1. Opening2. Up-Front Contract3. 30-Second Commercial4. Close for Appointment5. Post-Sell
7 Pattern Interrupt 7 Get Permission 7 Pain, Benefit & Hook Question 7 Get Invited In! 7 Confirm the Appointment
A completed Cookbook will tell you how much activityyou should do every day to achieve your goals.
www.sandler.com
