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: rob.fishman@sandler.comPhone: 631-231-3538 http://www.legend.sandler.com© Sandler Systems, Inc., 2003, 2007 all rights reserved