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Sandler Sales Method - Coggle Diagram

- - - - Pain
        
        Budget
        
        Decision
        
        Fulfillment
        
        Post-Sell
        
        "Someone canceled last week when I got home, that won't happen to us, will it?"
        
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        Beginning
        
        Middle
        
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        Go over Pain, Budget & Decision - Make sure the up front contract is clear.
        
        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.
        
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        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?
        
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        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]?
        
        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?
      - 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.
    - - Physical Mirroring, Tonality - Volume, Rate of Speech, Tone, Tempo & Favorite Words & Phrases.- Pay attention if they are Visual, Auditory or Kinesthetic.
  - - - 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.
    - - 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.
    - - I feel like this is not going to work is it over?