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Grow your sales in the next 6 months! What are you currently doing in your sales? The system your Buyer has developed from "Pushy" Sales people. Tactics to combat what the buyer has developed, the Sandler System!
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2008, 2009 Sandler Systems, Inc. All rights reserved.
www.psta.sandler.com
Eric Thompson Jim Cornelius
Serving Wisconsin for over 12 years!
To Increase Revenues
You Have to Increase Sales
2008, 2009 Sandler Systems, Inc. All rights reserved.
What are your Challenges and Frustrations?
2008, 2009 Sandler Systems, Inc. All rights reserved.
What are the Steps of Your Selling Process?
Understanding Your Selling Strategy
You are at your appointment, about to meet your prospect.
What is YOUR strategy for selling to this prospect?
(No marketing, phone calls setting up the appointment, etc)
Your there, ready to go, what do you do?
2008, 2009 Sandler Systems, Inc. All rights reserved.
Traditional Selling Process
Is your only difference price?
2008, 2009 Sandler Systems, Inc. All rights reserved.
Buyers Process
2008, 2009 Sandler Systems, Inc. All rights reserved.
Who’s System is Stronger?
Traditional Selling Process Buyers Process
2008, 2009 Sandler Systems, Inc. All rights reserved.
How do we get past these challenges?
Build Comfort! Build Trust!
2008, 2009 Sandler Systems, Inc. All rights reserved.
Alternative Choices
2008, 2009 Sandler Systems, Inc. All rights reserved.
Alternative Choices1. Pattern Interrupt-
Not acting like, looking like, or resembling a stereo-typical self-centered salesperson
2. Set Ground Rules
Time - Agenda (Salesperson & Prospect) - “No” Option - “Yes” Option
3. Find a Compelling Personal Emotional Reason For Your Prospect To Buy
People don’t buy features and benefits - People buy emotionally and justify their decisions intellectually
4. Investment
Are they willing and able?
5. Decision Process
Who – What – When – Where – Why - How
6. Fulfillment/Presentation
Present on pains only (not on needs)
7. Post Sell/ Referrals/ Strategic Account Management
Buyers Remorse - Competitor intervention - Referral Process
2008, 2009 Sandler Systems, Inc. All rights reserved.
2008, 2009 Sandler Systems, Inc. All rights reserved.
2008, 2009 Sandler Systems, Inc. All rights reserved.
1. Raise your Expectations
Tips to Increase Your Revenues:Tips to Increase Your Revenues:
2008, 2009 Sandler Systems, Inc. All rights reserved.
1. Raise your Expectations
2. Stop accepting Mediocrity
Tips to Increase Your Revenues:Tips to Increase Your Revenues:
2008, 2009 Sandler Systems, Inc. All rights reserved.
1. Raise Your Expectations
2. Stop Accepting Mediocrity
3. Stop Comparing Yourself to the Average
Tips to Increase Your Revenues:Tips to Increase Your Revenues:
2008, 2009 Sandler Systems, Inc. All rights reserved.
Tips to Increase Your Revenues:Tips to Increase Your Revenues:
1. Raise Your Expectations
2. Stop Accepting Mediocrity
3. Stop Comparing Yourself to the Average
4. Find a Peer Group of the BEST of the BEST- Benchmark around that group!
2008, 2009 Sandler Systems, Inc. All rights reserved.
Jim Cornelius: (715) 571-8639
Eric Thompson: (920) 819-4186
Professional Sales Training Associates INC
1985 W Packard, Appleton, WI 54915
Servicing Wisconsin for over twelve years!
Our Wisconsin Training Locations:
Appleton Milwaukee Wausau
To get your questions answered- Give us a call!
