What We’ll Cover
Differentiate Those Who Can vs. Will Sell
Do You Have What it Takes to Win in a
Highly Competitive Marketplace?
Heightened Awareness of Where You Can
Improve
A Selling System to Acquire New Clients
and Cross-Sell Additional Services
(c) 2016 Sandler Systems, Inc. All rights reserved.
Danny Wood Enterprises· 301 Route 17, Suite 800 · Rutherford, NJ 07070
Tel: 201-842-0055 · [email protected] · www.dwood.sandler.com
And what would you like me to talk about….
(c) 2016 Sandler Systems, Inc. All rights reserved.
Danny Wood Enterprises· 301 Route 17, Suite 800 · Rutherford, NJ 07070
Tel: 201-842-0055 · [email protected] · www.dwood.sandler.com
a problem,
a frustration…anything?
The Success Triangle
(c) 2016 Sandler Systems, Inc. All rights reserved.
Danny Wood Enterprises· 301 Route 17, Suite 800 · Rutherford, NJ 07070
Tel: 201-842-0055 · [email protected] · www.dwood.sandler.com
SUCCESS
► You
► Confidence
► Self-esteem
► Personal Presence
► Belief
► Intrapreneurial Spirit
Attitude
TechniqueBehavior
Goals, Cookbook, Time Blocking
Never Eat Alone, LinkedIn, Referrals
Tactics that make you more effective
when communicating with your
prospects and customers
The Belief Wheel
(c) 2016 Sandler Systems, Inc. All rights reserved.
Danny Wood Enterprises· 301 Route 17, Suite 800 · Rutherford, NJ 07070
Tel: 201-842-0055 · [email protected] · www.dwood.sandler.com
Outlook
Judgments
Actions
Results
Comparison of Selling Systems
Selling System?
What Selling System?
Systems in all other areas of their Company
Most Companies Wing it!
(c) 2016 Sandler Systems, Inc. All rights reserved.
Danny Wood Enterprises· 301 Route 17, Suite 800 · Rutherford, NJ 07070
Tel: 201-842-0055 · [email protected] · www.dwood.sandler.com
The Prospect’s System
Step 1: Mislead/Lie
Step 2: Un-Paid Consulting Presentations
Product Information
Proposals/quotes
Step 3: Stall/SYA
Love Ya! – TIO
Step 4: Hide
VM – LM – IM – OL - OOC
(c) 2016 Sandler Systems, Inc. All rights reserved.
Danny Wood Enterprises· 301 Route 17, Suite 800 · Rutherford, NJ 07070
Tel: 201-842-0055 · [email protected] · www.dwood.sandler.com
Traditional Sales
Step 1: Find or Create a Need (Qualify)
Step 2: Present Features & Benefits
Step 3: Close
Handle Stalls and Objections
Step 4: Follow Up and Be Persistent
(c) 2016 Sandler Systems, Inc. All rights reserved.
Danny Wood Enterprises· 301 Route 17, Suite 800 · Rutherford, NJ 07070
Tel: 201-842-0055 · [email protected] · www.dwood.sandler.com
Traditional Sales vs. Prospect
Traditional sales methods often make a sales
person feel like a pest
Ask yourself…
Who is in control?
What percentage of the time?
What’s the motivation to go through that again?
(c) 2016 Sandler Systems, Inc. All rights reserved.
Danny Wood Enterprises· 301 Route 17, Suite 800 · Rutherford, NJ 07070
Tel: 201-842-0055 · [email protected] · www.dwood.sandler.com
Sandler Selling System
Step 1: Pattern Interrupt
Bonding
Rapport
Differentiation
Relationship Building
(c) 2016 Sandler Systems, Inc. All rights reserved.
Danny Wood Enterprises· 301 Route 17, Suite 800 · Rutherford, NJ 07070
Tel: 201-842-0055 · [email protected] · www.dwood.sandler.com
Sandler Selling System
Step 2: Up Front Contracts
Agreed upon ground rules - up front
No “Land of Mutual Mystification”
No Wishy Washy Words
Faster Decisions
Compressed Sales Cycle
(c) 2016 Sandler Systems, Inc. All rights reserved.
Danny Wood Enterprises· 301 Route 17, Suite 800 · Rutherford, NJ 07070
Tel: 201-842-0055 · [email protected] · www.dwood.sandler.com
Sandler Selling System
Step 3: PAIN
Not Need
6-8 layers deeper
Personal, compelling, emotional,
reasons to buy
People don’t buy features & benefits
Is there a commitment?
(c) 2016 Sandler Systems, Inc. All rights reserved.
Danny Wood Enterprises· 301 Route 17, Suite 800 · Rutherford, NJ 07070
Tel: 201-842-0055 · [email protected] · www.dwood.sandler.com
Diagnosing Pain: The Sandler Pain Funnel
(c) 2016 Sandler Systems, Inc. All rights reserved.
Danny Wood Enterprises· 301 Route 17, Suite 800 · Rutherford, NJ 07070
Tel: 201-842-0055 · [email protected] · www.dwood.sandler.com
Sandler Selling System
Step 4: Investment
Budget and money issues
Willing and able to invest
Is prospect willing to de-invest?
When do we usually find out?
Why is the end a VERY bad place?
(c) 2016 Sandler Systems, Inc. All rights reserved.
Danny Wood Enterprises· 301 Route 17, Suite 800 · Rutherford, NJ 07070
Tel: 201-842-0055 · [email protected] · www.dwood.sandler.com
Sandler Selling System
Step 5: Decision Process
We know what we should find out, but often don’t
ask…
Who, What, Where, When, Why, How?
Who ELSE? When do we find out???
(c) 2016 Sandler Systems, Inc. All rights reserved.
Danny Wood Enterprises· 301 Route 17, Suite 800 · Rutherford, NJ 07070
Tel: 201-842-0055 · [email protected] · www.dwood.sandler.com
Sandler Selling System
Step 6: Fulfillment
Presentation and Recommendations
What do we present?
Highly focused, customized solutions to:
The Decision Makers
Within the known budget
To cure specifically known PAIN(s)
(c) 2016 Sandler Systems, Inc. All rights reserved.
Danny Wood Enterprises· 301 Route 17, Suite 800 · Rutherford, NJ 07070
Tel: 201-842-0055 · [email protected] · www.dwood.sandler.com
Sandler Selling System
Step 7: Post – Sell
No pressure - no buyers remorse or back-outs
Execute a Referral System
Develop a Strategic Account Management Plan
(c) 2016 Sandler Systems, Inc. All rights reserved.
Danny Wood Enterprises· 301 Route 17, Suite 800 · Rutherford, NJ 07070
Tel: 201-842-0055 · [email protected] · www.dwood.sandler.com
Comparison of Sales System
(c) 2010 Sandler Systems, Inc. All rights reserved.
Danny Wood Enterprises· 301 Route 17, Suite 800 · Rutherford, NJ 07070
Tel: 201-842-0055 · [email protected] · www.dwood.sandler.com
Prospects System
Mislead/Lie
Un-Paid
Consulting
Stall/SYA
Hide
Traditional System
Qualify
Present F&B
Close
Follow up & be
Persistent
Sandler System
Pattern Interrupt
Up-Front Contract
PAIN
Investment
Decision Process
Fulfillment
Post-Sell
WIMP Junction
Its Raffle Time
• Please take out the card you filled out
• Please circle the M or R or Safter I explain what they mean
(c) 2016 Sandler Systems, Inc. All rights reserved.
Danny Wood Enterprises· 301 Route 17, Suite 800 · Rutherford, NJ 07070
Tel: 201-842-0055 · [email protected] · www.dwood.sandler.com
(c) 2016 Sandler Systems, Inc. All rights reserved.
Danny Wood Enterprises· 301 Route 17, Suite 800 · Rutherford, NJ 07070
Tel: 201-842-0055 · [email protected] · www.dwood.sandler.com
Thank You
for Attending
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Facebook.com/DannyWoodSandler
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