Prospect the Sandler Way

PROSPECT THE SANDLER WAY

HOST

David MattsonPresident & CEO Sandler Training@Dave_Mattson

PRESENTER

John RossoSandler Trainer

and Author@jrosso1370

Join the conversation on LinkedIn: wwww.sandler.com/linkedin-group

WHO WE ARE265 training centers in 31 countries providing 475,000 hours of coaching and training annually

Experts in:• Leadership• Sales Management • Sales • Customer Service

• HAYT Crimes• Be unJUST• Sing Songy• Cotton Candy• Mother May I• 30 Seconds and Out

APPROACH CALL MISTAKES


• Pattern Interrupt• Mini UFC• Personal Connection• Fishing for Pain• Close for the Appointment• Set Agenda for the Appointment• Post-Sell to Avoid Back-outs

THE STRUCTURE OF THE APPROACH CALL

• Hey, Joe. John Rosso. Joe, I am looking for a little help.

• I am not even sure if it’s gonna make sense to talk….

PATTERN INTERRUPT


• Let me tell you the reason why I am calling and then you and I can decide if it makes sense to sit down together, fair?

• I am calling you for two specific reasons. Let me tell you what they are and then we can decide together if it makes sense to meet, ok?

MINI UFC


• Referral

• Research about the person you are calling

• Recent and relevant news about the company you are calling

PERSONAL CONNECTION

I had a nice conversation with Dave Mattson. He shared with me a bit about your business and thought it might be important we speak. I promised him I would reach out to you.

REFERRAL TRANSITION


• Dave, John Rosso. I had a nice conversation with Joe Sandler about your business. He thought it may be important for us to speak. I promised him I would reach out to you.

• Dave, John Rosso. I have been doing some research on you and your organization. (Insert personal connection). I think it may be important that we speak. Dave, call me at 843-555-1212. That’s 843-555-1212.

VOICEMAIL / EMAIL WAVE

• Less than 100 words

• Make it a simple email (no fireworks)

• Use your personal connection in your subject line, i.e. “Your National Retailers Association Presentation”

• No attachments

EMAIL TIPS

Subject: Your National Retailers Association Presentation

Dave,

I had a chance to review your presentation and appreciated the comments you made about getting “share-of wallet” with your top customers.

We have worked with a number of major retailers on loyalty programs and line expansions, increasing the annual buying from top customers by 37%-127%.

Can we help you? I am not sure yet. A quick 10 minute phone call should help us figure that out. I will call you Thursday at 2pm. If that time is inconvenient, please suggest an alternative.

John Rosso

SAMPLE EMAIL

• Stroke• Pain• Impact

STRUCTURING YOUR PAIN STATEMENTS


Fish For Pain Indicators

Tell 3rd party stories #1 Stroke/Pain Indicator/Impact: Typically when I talk with [client role] they tell me:

(S) They are very happy with:

(PI) But they tell me they occasionally worry about:

(IMP) And as a result:

STRUCTURE OF A PAIN STORY

#2 Stroke/Pain Indicator/Impact: And other times they tell me:

(S) They are very good at: [steal stroke from previous pain]

(PI) And yet are sometimes concerned with:

(IMP) And so the outcome is:

NESTING PAIN STATEMENTS


Authoritative Parent

• “Do this for me…”

• “Take out your calendar”

• “Invite me out…”

• “Pick a day…”

CLOSING FOR AN APPOINTMENT


1. Get a free session at a local Sandler Training center: www.sandler.com/freesession

2. Get Prospect The Sandler Way for 20% off now at shop.sandler.comUse coupon code Prospect20

THANK YOU FOR COMING!


Enter your questions for John in the posts below the player…

PROSPECT THE SANDLER WAY

HOST

David MattsonPresident & CEO Sandler Training@Dave_Mattson

PRESENTER

John RossoSandler Trainer

and Author@jrosso1370


Business

Prospect the Sandler Way