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Have you ever experienced this?
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The Buyer-Seller Dance: Who Is Leading Who?
Are You At The Level You Thought You Should Be At This Time In Your Life?
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The Buyer-Seller Dance
- What Are Your Sales Challenges?
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1. Small Talk/Chit Chat with the prospect
Traditional Sales Process
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2. Needs• Find out exact needs or a “needs analysis”
Traditional Sales Process (cont.)
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3. Presentation• Your solution based upon needs
Traditional Sales Process (cont.)
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4. Try to Close the Business• No Sale….. (What do we hear from our prospects?)
Stalls & Objections• Think it Over• Talk to someone else (wife, business partner, boss)• Not a good time• Price is too high• I have to shop around
Traditional Sales Process (cont.)
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5. Chase Mode
Traditional Sales Process (cont.)
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1. Small Talk/Chit Chat with you
Buyer Process
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2. Mislead• Self-Protection• Don’t trust salespeople• Tricky closes and manipulative tactics• Can sound negative and positive (basically over
exaggerate not having problems or having major problems)
Buyer Process (cont.)
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3. Information Gathering• Product Knowledge
“UNPAID CONSULTANT”
• Price Shop and compare your bids Possibly negotiate a lower rate
with existing supplier or do it themselves
Buyer Process (cont.)
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4. Further Mislead (This sounds great!)• You leave willingly• You give more information
Rule: The most positive prospect is the most dangerous!
Buyer Process (cont.)
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5. Hide Mode (Voice Mail Jail, on vacation, not answering phone, call you back, etc.)
– You are a pest now
Buyer Process (cont.)
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Sales1. Small Talk/Chit Chat
2. Needs
3. Presentation
4. Close
5. Chase
Buyer1. Small Talk/Chit Chat
2. Mislead
3. Information Gathering
4. Further mislead
5. Hide
Who Wrote What System?
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How Do We Get Past These Challenges?
Build Trust
Using Some Alternative Choices
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1. Pattern Interrupt• Not acting like, looking like, or resembling a stereo-
typical self-centered salesperson
Alternative Choices
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2. Set Ground Rules Time Agenda (Salesperson & Prospect) “No” Option “Yes” Option
Alternative Choices (cont.)
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3. Find a Compelling Personal Emotional Reason For Your Prospect To Buy
Not “Needs” - 6 to 7 layers deeper People don’t buy features and benefits People buy emotionally and justify their decisions
intellectually
It is called “PAIN”
Alternative Choices (cont.)
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2. Three Types of “Pain” Immediate Foreseeable (in the future) Gain
Alternative Choices (cont.)
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3. Three Levels of “Pain” Surface (Intellectual problem identified) Business Impact ($) Personal (for your prospect)
Alternative Choices (cont.)
Pain Funnel
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4. Investment Money (willing and able) Time De-Investment
• Financially• Emotionally
Alternative Choices (cont.)
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5. Decision Process Who What When Where Why How
Alternative Choices (cont.)
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6. Fulfillment/Presentation Present on pains only (not on needs) What happens if we present on things that
we (salespeople) think are important?
Alternative Choices (cont.)
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7. Post Sell/ Referrals/ Strategic Account Management Buyers Remorse
• Competitor intervention• Not exactly what customer wanted
Referral Process S.A.M. Process
Alternative Choices (cont.)
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1. Pattern Interrupt (Bonding & Rapport)
2. Set Ground Rules
3. Find Pain
4. Understand Investment Process
5. Understand Decision Process
6. Present on Pains
7. Post Sell
Summary of System
Dis-Q
ualify
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The point where you decide to take control of the sales process or wimp out.
This could be the difference between your dreams and your family’s dreams.
Wimp Junction
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The Buyer-Seller Dance
Questions? (Typically one or two)
Contact Info:Rob FishmanCompany: Sandler TrainingEmail: [email protected] Phone: 631-231-3538http://www.legend.sandler.com
© Sandler Systems, Inc., 2003, 2007 all rights reserved