the buyer seller dance- sales it's not about you! part 3
DESCRIPTION
Many small and medium business owners have faced a multitude of challenges over the past two years. While there seems to be some hope, many nagging problems and hurdles seem to continue to rear their heads. Putting too much focus on products and services and not enough energy into developing a high performance sales team hurts your business. This series of webinar is designed to help make your sales staff better at what they do!TRANSCRIPT
Who’s System Are You Following
The Buyer Seller Dance
When You are the Buyer!
• Shop for Interest rate on Mortgage
• Buy a Car
• Remodel Your Kitchen
What We Have Been Taught
99%
The Buyer’s System
Protect Themselves! Hide Real Agenda AND Even LIE!
Buyer/Prospect System
Free Consulting/Advice!
Buyer/Prospect System
Think It Over!
Buyer/Client/Prospect
Chase!
Buyer Seller Dance
Buyer/Prospect !
00% Control
Buyer/Prospect !
00% Control1. Protection “Lie”
2. Free Consulting
3. Think It Over’s Lie #2
4. Put You CHASE
Traditional Selling System
Features & Benefits
Need Questions
Traditional System
Proposal
Solutions
Traditional
Overcome Objections
Traditional System
Close!
Buyer Seller Dance
SandlerSandler1. Bonding
Rapport1. Bonding
Rapport2. Upfront
contract2. Upfront
contract3. PAIN3. PAIN
4. Budget/money
4. Budget/money
5. Decision5. Decision6. Fulfillment6. Fulfillment7. Post Sell7. Post Sell
Traditional
Traditional1. Features &
Benefits1. Features & Benefits
2. SolutionsProposals
2. SolutionsProposals
3. Overcomeobjections
3. Overcomeobjections
4. CLOSE4. CLOSE
ProspectProspect1. Lie #11. Lie #1
3. Lie #23. Lie #2
4. CHASE4. CHASE
2. Free Consulting
2. Free Consulting
Sandler Submarine
Bonding &
Rapport
Up Front Contract
PAIN
Budget
Decision
Fulfillment
Post Sell
Have a system – Key Strategies
• Control over the process – specific behaviors and actions
• Saves time – qualify or disqualify early
• Stay on track – exactly what will happen
• Recognize problems early – set bombs off
• Focus on prospect, not what to say next
Sales, Marketing & Customer Service Automation
• Lead, opportunity and account management
• Campaign management, email marketing
• Case management and incident tracking
• Advanced Dashboards
CRM Software
• Oasis supports several CRM products
• SugarCRM can be deployed in a 100% mobile friendly cloud format or can be installed on your servers
• Offers a 360 degree view of customer and prospect sales processes
FREEFREE Sales & CRM Webinars!!
Follow up with us
• Twitter @Oasisky• Facebook facebook.com/OasisSolutionsGroup• LinkedIn
linkedin.com/groups/Oasis-Solutions-Group-Customer-Network-1715527/about
• Blog http://blog.oasisky.com/• Email: Christine Ashley [email protected]
Vince Esposito [email protected]