I went to an interesting seminar yesterday. It was put on by a sales consultant who subscribes to the Sandler System of selling. These are the notes I took form the meeting, if you are interested:
Why Salespeople Fail… and what to do about it.
by The Ruby Group
2% of what happens on a sales call is technique. 98% is behavior driving
attitude.
Motivation 101: How do you make selling fun for Sage.
Make a SageRock.com point system for toys to get for making sales.
“If the fear of not accomplishing your goals is not greater than the fear of what you are attempting to do on a daily basis, you need to get out or change goals.”
The Prospect’s System:
1. They lie to sales people.
a. “I’m just looking.”
2. They steal info.
a. They shop around your proposal.
b. They cut it up in their board room and rework it.
3. They lie again
a. We’re thinking about it.
b. Call me in a week.
4. Then they hide.
Traditional Selling System – This is all technique.
1. Find someone who can “fog a mirror”.
2. Probe people.
3. Get and handle objections.
4. Trial close
5. Repeat #4 and #5 until they buy.
Sandler System
1. Learn what trust is.
a. Find a way to build trust.
2. Insert an upfront agreement.
a. Is now a good time to talk?
b. Can we spend 3-4 minutes if we might be of use to you?
3. Pain step – What can’t they live without.
4. Determine the budget
5. Learn about their decision making process.
6. Fulfillment – a trial offer. They purchase something.
7. Post sell. Educate your client base and tell them you appreciate them..
Wimp Junction – a place everyone has that scares them.
Afraid that people will be mad.
Afraid people are not going to like you.
He suggests giving people 3 chances to return your call.
Be honest: “This is actually a cold call and I’m not sure where to go.”
Stop chasing people. We shouldn’t be different than doctors.
Points from Dinner Key Note:
1. Not everybody is qualified to be your client.
2. Give referrals instead of taking. Give three to get one.
3. Don’t do what your competition is doing.
4. Stop selling features and benefits.
5. Write down five things that our prospects could not live without our service.
a. Is it different from our competition? If not.
b. The difference is the people.
6. Never make a proposal unless you know it’s going to be accepted.
7. Not all prospects are qualified.
8. It’s about sharing with people
9. Stop making plans. Just do it.
10. Don’t hand out generic proposals before truly understanding your clients’ needs.
11. What can we change right now in our sales process?
