eliances secrets ssession tracy bullock
TRANSCRIPT
‘Secrets of Power Sales’
© 2015 Eliances. All Rights Reserved
Tracy BullockBullock Training & Development,Sandler [email protected]
‘Secrets of Power Sales’
© 2015 Eliances. All Rights Reserved
What do you give away
the most in your
business?
‘Secrets of Power Sales’
© 2015 Eliances. All Rights Reserved
What do you have the
least of in your
business?
‘Secrets of Power Sales’
© 2015 Eliances. All Rights Reserved
Success TriangleAttitude
Behavior Technique
‘Secrets of Power Sales’
© 2015 Eliances. All Rights Reserved
Adult learning progression
5
HABIT
AWARENESS
KNOWLEDGE
APPLICATION
SKILL
‘Secrets of Power Sales’
© 2015 Eliances. All Rights Reserved
Benefits of An Effective Selling System
• Recognize successful behavior• Strategize and debrief with a
common language/system• Replicable• The GPS of the sales process!!!
‘Secrets of Power Sales’
© 2015 Eliances. All Rights Reserved
Four positive results of the Sandler Process?
Get a Yes Get a No Get a referral Get a clear, well defined future
Benefits of An Effective Selling System
‘Secrets of Power Sales’
© 2015 Eliances. All Rights Reserved
Conflicting Strategies in the Sales Arena
The Buyer Seller Dance
8
‘Secrets of Power Sales’
© 2015 Eliances. All Rights Reserved
The Salesperson’s traditional strategy for developing selling opportunities
Fact Finding
Analysis
Job Spec
Demo
Presentation
Proposal
Put Off
Objections
Think It Over
Commitment
Close
Contract
Follow Up
Track Down
Chase
Qualify Present Close Chase
‘Secrets of Power Sales’
© 2015 Eliances. All Rights Reserved
Customers play by their own set of rules!
The Prospect’s Strategy for Controlling Selling Opportunities
Rule 1. Play your cards close to the vest.Rule 2. Obtain all the information you can.Rule 3. Don’t commit to anything.Rule 4. Disappear.
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‘Secrets of Power Sales’
© 2015 Eliances. All Rights Reserved
Appear Intereste
dAct
MotivatedAvoid
CommitmentObtain
Information
Disappear
The Prospect’s Strategy for Controlling Selling Opportunities
‘Secrets of Power Sales’
© 2015 Eliances. All Rights Reserved
What happens when these differing strategies collide?
Fact FindingAnalysisJob Spec
DemoPresentat
ionProposal
Put OffObjection
sThink It
Over
CommitmentClose
Contract
Follow UpTrack DownChase
Appear Intereste
dAct
MotivatedAvoid
CommitmentObtain
Information
Disappear
Buyer
Seller
L E T ‘ S D A N C E ! ! !
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‘Secrets of Power Sales’
© 2015 Eliances. All Rights Reserved
How do we avoid the dance???The Sandler Selling System
1.Bonding and Rapport
2.Up Front Contract
3.Pain
4.Budget
5.Decision
6.Fulfillment
7.Post - Sell
People tend to do business with people they like
Inspect what you expect
No pain, no sale
No money, no sale
No mind reading
A decision not to make a decision is a decision
You can’t lose what you don’t have
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‘Secrets of Power Sales’
© 2015 Eliances. All Rights Reserved14
Relationship Qualify Close
The Sandler System
‘Secrets of Power Sales’
© 2015 Eliances. All Rights Reserved
Sandler Rules Sometimes the prospects buy in spite of the
salesperson’s reasons
Never ask for the sale – make the prospect give it up
You can’t sell anybody anything – until they discover they want it
Never get between the prospect and where you want them to go
‘Secrets of Power Sales’
© 2015 Eliances. All Rights Reserved
Everything you ever wanted in life is sitting just outside your comfort zone
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Success Your comfort zone