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Here is a brief intro to what we call the 3D\'s. The Buyer\'s System, Traditional Selling, and The Sandler System.
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04/08/233D Sales, LLC Wayne Dehn (deen) 1
Executive BriefingWELCOME
Wayne F. Dehn (dean)3D TRAINING, LLC
04/08/233D Sales, LLC Wayne Dehn (deen) 2
People view Sales as a Game.
The Prospects think of it as a football game, the salesperson wants to hurt them, tackle, crush the prospects.
The salesperson looks at it like baseball and just wants to go home.
04/08/233D Sales, LLC Wayne Dehn (deen) 3
The Buyers Systems
1st Base THEY MISLEAD or play it close to the
vest -misrepresentations to salespeople
don’t count in their mind as a bad thing, because salespeople lie to them.
04/08/233D Sales, LLC Wayne Dehn (deen) 4
The Buyers Systems
2nd base They Steal -They steal information to use against you
or to use against the competition.
04/08/233D Sales, LLC Wayne Dehn (deen) 5
The Buyers Systems
3rd Base They Commit to nothing -They mislead about what they are
going do with the information they just received at 2nd base.
04/08/233D Sales, LLC Wayne Dehn (deen) 6
The Buyers Systems
Rounding Third and Heading for Home They run to home base and hide. Don’t answer the phone. Don’t return phone calls. Don’t reply to emails.
04/08/233D Sales, LLC Wayne Dehn (deen) 7
THE TRADITIONAL SELLING SYSTEM
PITCH DOG AND PONY SHOW BENEFITS & FEATURES
CLOSE DON’T TAKE NO FOR AN ANSWER
HANDLE STALLS AND OBJ ECTIONS
CHASE – CHASE - CHASE
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H
04/08/233D Sales, LLC Wayne Dehn (deen) 8
Recommendation Start playing the game
the Sandler Way THE SANDLER SYSTEM
WAYNE F. DEHN (DEEN) 262-490-4550
BUDGET FULFI LLLLMENT
DECI SI ON
POST SELL
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3
H
PAIN AT BAT
UP-FRONT CONTRACT THE GROUND RULES
BONDI NG & RAPPORT
04/08/233D Sales, LLC Wayne Dehn (deen) 9
Sandler Sales System
Bonding Up Front Contract
PainBudget
DecisionFulfillmentPost-Sell
04/08/233D Sales, LLC Wayne Dehn (deen) 10
Bonding and Rapport
Meeting the opponent on the field for the first time. Be different … don’t talk about the Sailfish on the wall Use NRL to change the traditional pattern What we say is only 7 % words, 38 % physical 55%
tone
Page 2 How people take in info Visual 55%, Auditory 20%, Kinesthetic 25% (page 2-5)
DISC profiles Characteristics of people (see card)
04/08/233D Sales, LLC Wayne Dehn (deen) 11
Up Front Contract
The ground rules If I fulfill my terms of the contract, I
assume you will fulfill your terms. ANOT
04/08/233D Sales, LLC Wayne Dehn (deen) 12
PAIN
04/08/233D Sales, LLC Wayne Dehn (deen) 13
Reversing softening statements page
Everything we do is either to gain pleasure or avoid pain.
Avoiding PAIN is the stronger motivator. People are motivated to action by the
intensity of their PAIN. Identifying the client’s PAIN is getting to up
to bat. Remember, you aren’t causing the pain, it is already
there.
04/08/233D Sales, LLC Wayne Dehn (deen) 14
BUDGET
1st Base is identifying the Budget. Budget is more than money. Budget could be time, available
effort, etc.
04/08/233D Sales, LLC Wayne Dehn (deen) 15
DECISION
WHO MAKES THE DECISION?HOW IS THE DECISION PROCESS
HANDLED IN YOUR COMPANY?
04/08/233D Sales, LLC Wayne Dehn (deen) 16
FULFILLMENT
THIRD BASE AND HEADING FOR HOME.
HOW WILL YOUR PRODUCT FULFILL THE NEED AND FIX THE PAIN?
04/08/233D Sales, LLC Wayne Dehn (deen) 17
THE POST-SELL
YOU’VE CLOSED THE DEAL, YOU’RE CROSSING HOME PLATE.
REVIST ANY POTENTIAL ISSUES THAT COULD CAUSE BUYER REMORSE.
YOU’RE NOW SAFE AT HOME SO GO HOME!
04/08/233D Sales, LLC Wayne Dehn (deen) 18
Wimp Junction
Which ball field are you going to pick?
Finish the Executive Summary Form and turn it in. Wh
What is one thing you gained from Today?
