Why Have a System?
Description: Participants will understand the difference between the Prospect’s System and the Sandler Selling System methodology, and the value of using a professional selling system that allows both the prospect and the salesperson to get their needs met.
The Importance of Bonding & Building Rapport
Description: Participants will understand the importance of understanding how people communicate and the different behavior styles so that the salesperson can adapt to the prospect’s preferred styles. This will allow the participant to focus on the prospect and build a more trusting relationship.
Elements and terms of an Up-Front Contract
Description: Participants will understand the importance and the details of creating mutual agreements up front so that there is no mutual mystification regarding what will happen or outcomes.
Description: Participants will understand the importance and the details of how to ask questions in order to gather the information needed to make decisions about going forward or not.
Identifying Reasons for Doing Business (Pain)
Description: Participants will understand the importance helping the prospect to discover the compelling emotional reason to do business.
Uncovering the Prospect’s Budget
Description: Participants will understand why to talk about the investment issues early in the process and they will identify the key areas required to assure commitment to making the required investment.
Identifying the Prospect’s Decision-Making Process
Description: Participants will understand the importance of learning how to prospect and/or the prospect’s organization makes decisions, and that more is involved than finding out the decision maker is.