The Sales Process and Your Business
Do you ever find that you or your sales team give a lot of information to prospects and then nothing happens? We call this free consulting...
Do you send a large amount of proposals and know that they are being shot down, or used by the prospect to obtain a better deal from someone else?
Do you ever find you can't get people to make a real decision? They may say something like: "Gee, I want to think it over"...
Last but not certainly not least: Do you ever find that when it comes time to pick up that telephone that it weighs 500 pounds? In other words, you just can't lift it up off the receiver, or too much time is spent aggressively waiting for the phone to ring...
We help individuals and businesses solve these issues through the use of up-front contracts, candor, and complete focus on the prospect; not on you showcasing your products features and benefits. You will gain control of the sales process without coming across as hungry, pushy, or arrogant.
The buyer will close the sale. You need not guess, hope, or manipulate. You simply have to probe the buyer's pain, budget, and decision process. When you probe these three key elements you will hear the buyer composing the script that contains the exact words the buyer wants to hear. That's right... With the Sandler Selling System you simply help buyers sell themselves.
A few of the reasons why the Sandler Selling System works:
- It is a system as opposed to a collection of scripts, gambits, techniques, and one-liners. Other sales training programs rely on specific tactics, such as memorizing specific closers. The Sandler approach views selling as a process that begins with bonding and concludes with servicing the sale.
- The principles and strategies are designed to achieve a fundamental goal: reducing the buyer's pain, the barrier blocks, and the frustrations that prevent personal and organizational success.
- The buyer does not fell manipulated or "psyched out," because your goal is to match the buyer's pain to your proposed solution.
- Thanks to up-front contracting, both you and the buyer develop a clear understanding of expectations and commitments; neither feels threatened or abused.
- Most buyers bring assumptions, prejudices, and potentially devious attacks to their meetings with salespeople; this system candidly addresses these issues.
- The principles and strategies are based on the essential components of effective communication, listening, and adaptation.
- The system ultimately creates win-win outcomes: both you and the buyer develop a mutually beneficial relationship built on candor and trust.
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President's Club Core Program
Hey Chris:
I just had to report a cold call success story! Today I closed a nice sale which resulted from initially just walking into a business and using the "no pressure" techniques you taught us. Their "pain" was obvious - big windows in the front of the business with the hot sun shining in... I got an appointment with the owner fairly quickly, but didn't close the sale then - he wanted to check my competitor's prices. I'm a little weak on handling price objections, but because we had a UFC, I was hopeful that his "I want to think about it and check other prices" meant just that. He called me back and we sealed the deal!! I asked him if he minded sharing with me why he bought from me as opposed to my competition (our prices were very close)- he said the bottom line was I came in and asked for his business!!
Thanks again for giving me great tools to grow my business.
Kim Paul, V2k Window Decor and More.