eliances secrets ssession tracy bullock

‘Secrets of Power Sales’

© 2015 Eliances. All Rights Reserved

Tracy BullockBullock Training & Development,Sandler Trainingtracy.bullock@sandler.com602.524.3950

‘Secrets of Power Sales’

© 2015 Eliances. All Rights Reserved

What do you give away

the most in your

business?

‘Secrets of Power Sales’

© 2015 Eliances. All Rights Reserved

What do you have the

least of in your

business?

‘Secrets of Power Sales’

© 2015 Eliances. All Rights Reserved

Success TriangleAttitude

Behavior Technique

‘Secrets of Power Sales’

© 2015 Eliances. All Rights Reserved

Adult learning progression

5

HABIT

AWARENESS

KNOWLEDGE

APPLICATION

SKILL

‘Secrets of Power Sales’

© 2015 Eliances. All Rights Reserved

Benefits of An Effective Selling System

• Recognize successful behavior• Strategize and debrief with a

common language/system• Replicable• The GPS of the sales process!!!

‘Secrets of Power Sales’

© 2015 Eliances. All Rights Reserved

Four positive results of the Sandler Process?

Get a Yes Get a No Get a referral Get a clear, well defined future

Benefits of An Effective Selling System

‘Secrets of Power Sales’

© 2015 Eliances. All Rights Reserved

Conflicting Strategies in the Sales Arena

The Buyer Seller Dance

8

‘Secrets of Power Sales’

© 2015 Eliances. All Rights Reserved

The Salesperson’s traditional strategy for developing selling opportunities

Fact Finding

Analysis

Job Spec

Demo

Presentation

Proposal

Put Off

Objections

Think It Over

Commitment

Close

Contract

Follow Up

Track Down

Chase

Qualify Present Close Chase

‘Secrets of Power Sales’

© 2015 Eliances. All Rights Reserved

Customers play by their own set of rules!

The Prospect’s Strategy for Controlling Selling Opportunities

Rule 1. Play your cards close to the vest.Rule 2. Obtain all the information you can.Rule 3. Don’t commit to anything.Rule 4. Disappear.

10

‘Secrets of Power Sales’

© 2015 Eliances. All Rights Reserved

Appear Intereste

dAct

MotivatedAvoid

CommitmentObtain

Information

Disappear

The Prospect’s Strategy for Controlling Selling Opportunities

‘Secrets of Power Sales’

© 2015 Eliances. All Rights Reserved

What happens when these differing strategies collide?

Fact FindingAnalysisJob Spec

DemoPresentat

ionProposal

Put OffObjection

sThink It

Over

CommitmentClose

Contract

Follow UpTrack DownChase

Appear Intereste

dAct

MotivatedAvoid

CommitmentObtain

Information

Disappear

Buyer

Seller

L E T ‘ S D A N C E ! ! !

12

‘Secrets of Power Sales’

© 2015 Eliances. All Rights Reserved

How do we avoid the dance???The Sandler Selling System

1.Bonding and Rapport

2.Up Front Contract

3.Pain

4.Budget

5.Decision

6.Fulfillment

7.Post - Sell

People tend to do business with people they like

Inspect what you expect

No pain, no sale

No money, no sale

No mind reading

A decision not to make a decision is a decision

You can’t lose what you don’t have

13

‘Secrets of Power Sales’

© 2015 Eliances. All Rights Reserved14

Relationship Qualify Close

The Sandler System

‘Secrets of Power Sales’

© 2015 Eliances. All Rights Reserved

Sandler Rules Sometimes the prospects buy in spite of the

salesperson’s reasons

Never ask for the sale – make the prospect give it up

You can’t sell anybody anything – until they discover they want it

Never get between the prospect and where you want them to go

‘Secrets of Power Sales’

© 2015 Eliances. All Rights Reserved

Everything you ever wanted in life is sitting just outside your comfort zone

16

Success Your comfort zone