Sandler Sales Method
Qualify Prospects > Extract their Pain > Verify They Have Money > Be Sure The Prospect is The Decision Maker > Match Your Service or Product to Prospects Pain
Prospects will lie to you & they usually do not want to work with you.
Prospects want your knowledge, so that they can use it.
Sell on VALUE not PRICE.
They want unpaid consulting.
Spend time on REFERRALS. Talk to strangers.
Leverage LINKEDIN hard.
Identity/Role Distinction - Sales is a game you're playing, it's not real.
Failure is a must for success.
Live to sell, but don't sell to live.
Paid/Unpaid Time get on commission, Burn your bridges commit truly, be mentally & emotionally tough - always go for a yes or no, maintain a healthy self esteem, cultivate a support group, know when to use product knowledge, know your competition, keep a journal Attitude/Behavior, You must work a prospecting system 80% Servicing Clients & 20% Selling, You must use a system for selling
Sandler Training Submarine
Bonding & Rapport
Up Front Contract
Pain
Budget
Decision
Fulfillment
Post-Sell
Prospects want to gather as much info as possible, get the lowest price & give up nothing.
Sandler Techniques
Dummy Curve
I don't understand, help me with, tell me more about, did you mean, I don't suppose
SELL TODAY EDUCATE TOMORROW.
Dummy up - Let the customer talk 70% of the time. USE GAP & SPIN.
Educate yourself on the prospect before-hand, ask them about it.
Reversing Technique
Does it work on windows? - Windows? Why do you ask?
Use softeners like - Good question, I am glad you asked that, that must be an important question to you...
Testing the Water - I get a feeling that you... Is that a fair statement? if no, what is?
Interesting question, but you're on page 8 and I am still on 3 could we back up a bit?
Why are you putting pressure on me? - When you sense the prospect is feeling pressure
When you can't handle something say we have a problem & outline it
Always ask what it means when they make a statement like "The price is too high, you always do this etc."
If you had a magic wand that would produce the perfect solution, what would it be?
We need to discuss all of the aspects of your problem. Is that fair? You start ;)
Off the record reverse
Give them a multiple choice of objections to select from.
If they ask the same question twice, ANSWER IT.
Negative Reserve Selling
I feel like this is not going to work is it over?
Always make the customer feel more okay than you.
Physical Mirroring, Tonality - Volume, Rate of Speech, Tone, Tempo & Favorite Words & Phrases.- Pay attention if they are Visual, Auditory or Kinesthetic.
No mystification, no wishy washy words, no smoke.
Ask why did they invite you? - Pay attention to their response
The contract - Lawful Object, Competency, Consideration, Mutual Consent: Understanding, A proposal verbal or written, acceptance.
Objective, Time allotted, Our Role to Get us There, Prospects Role to Get us There, Conclusion.
Make sure they understood the contract, ask them to repeat it.
Find a Suspect who is Well and can become a Prospect. Use GAP/SPIN to Probe & Showcase the Pain. & Never Split the Difference
You know you've reached PAIN when they start using emotional language, before that they'll be using Intellectual Smoke Screens.
Tell me more, be more specific, give me an example, how long has this been a problem, what have you tried to do about it, did it work, how much does it cost you, how do you feel about it, have you given up dealing with the problem?
Express Your Feelings Through 3rd Party Stories
Ask what's the budget.
- You have enough pains & know their costs to the customer 2. You reviewed the pain step - During review do not commit to solutions 3. Do you feel the prospect is honest?
"Do you have a budget set aside for [service]. Would you mind giving it to me in round numbers?"
"You talked about problems 1,2,3 and it sound like you're hoping I can do solution 1,2,3. Is that a fair statement?
NO - That's not unusual, how do you plan to make this investment?
Yes - Would you mind sharing it?
I won't share - Use Bracketing are you in the service range from [1 to 10] or [10 to 20]?
Use "That could be a problem" to make the price easier for them, even if their budget fits it.
Free/Paid Lead Magnet - If selling big ticket items.
Find out who the real DECISION MAKER IS, What is the decision making process?
Make an up-front contract to only accept YES or NO, no thinking about it.
Validate the Pain & Budget Steps - Before the Decision Step.
What, When, How, Who, Why.
If the prospect has to talk to a committee, ask "off the record if it were only up to you would you buy or not?"
Ask him what questions would the commmittee ask, and teach him the answers.
Beginning
Middle
End
Always Finish Early.
Go over Pain, Budget & Decision - Make sure the up front contract is clear.
GAP Demo Techniques, Let the prospect Speak, Watch Their Body Language - Be careful with humor
Thermometer Technique
After he says he is a 10
0 - No interest, 10 - Want to buy
If money comes up, offer X or Y service - First class or we remove something etc.
"Someone canceled last week when I got home, that won't happen to us, will it?"
Give the prospect a chance to back out - Introduce a bit of Buyers' Remorse.
Attitude, Behavior & Technique - SUPER IMPORTANT
Attitude - You(mind,body,spirit), Company & Market
Behavior - Action, Plans & Goals