Why Have a System Dashboard - Sandler Foundations
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Why Have A System D A S H B O A R D FOR e Not every prospect is qualified to become a customer. e The bottom line of professional selling is going to the bank. e The best presentation you will ever give, the prospect will never see. e Don’t spill your candy in the lobby. e If you don’t have a selling system of your own when you are face-to-face with a prospect, you will unknowingly default to the prospect’s system. e You want to get a lot of yeses and a lot of noes but nothing in between. e Stop selling features and benefits. © 2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) and Sandler are registered service marks of Sandler Systems, Inc. THE SANDLER SELLING SYSTEM Establishing the Relationship Qualifying the Prospect Closing the Sale PROSPECT’S SYSTEM 7 Withhold Information 7 Gather Information 7 Commit to Nothing 7 Disappear THE BUYER-SELLER DANCE TRADITIONAL SYSTEM 7 Qualify for Interest 7 Present 7 Close 7 Chase WIMP JUNCTION THE SANDLER PHILOSOPHY 7 Professional selling is a noble profession and should be respected. 7 You must help the prospect discover their real Pain and that you are the solution. 7 You must qualify the prospect before you try to sell them anything. www.sandler.com
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Transcript of Why Have a System Dashboard - Sandler Foundations
Why Have A SystemD A S H B O A R D FOR
e Not every prospect is qualified to become a customer.
e The bottom line of professional selling is going to the bank.
e The best presentation you will ever give, the prospect will never see.
e Don’t spill your candy in the lobby.
e If you don’t have a selling system of your own when you are face-to-face with a prospect, you will unknowingly default to the prospect’s system.
e You want to get a lot of yeses and a lot of noes but nothing in between.
e Stop selling features and benefits.
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THE SANDLER SELLING SYSTEM
Establishing the Relationship Qualifying the Prospect Closing the Sale
PROSPECT’S SYSTEM7 Withhold Information7 Gather Information7 Commit to Nothing7 Disappear
THEBUYER-SELLERDANCE
TRADITIONAL SYSTEM7 Qualify for Interest7 Present7 Close7 Chase
WIMP JUNCTION
THE SANDLER PHILOSOPHY7 Professional selling is a noble profession and should be respected.7 You must help the prospect discover their real Pain and that you are the solution.7 You must qualify the prospect before you try to sell them anything.
www.sandler.com
