the buyer seller dance- sales it's not about you! part 3

Who’s System Are You Following

The Buyer Seller Dance

When You are the Buyer!

• Shop for Interest rate on Mortgage

• Buy a Car

• Remodel Your Kitchen

What We Have Been Taught

99%

The Buyer’s System

Protect Themselves! Hide Real Agenda AND Even LIE!

Buyer/Prospect System

Free Consulting/Advice!

Buyer/Prospect System

Think It Over!

Buyer/Client/Prospect

Chase!

Buyer Seller Dance

Buyer/Prospect !

00% Control

Buyer/Prospect !

00% Control1. Protection “Lie”

2. Free Consulting

3. Think It Over’s Lie #2

4. Put You CHASE

Traditional Selling System

Features & Benefits

Need Questions

Traditional System

Proposal

Solutions

Traditional

Overcome Objections

Traditional System

Close!

Buyer Seller Dance

SandlerSandler1. Bonding

Rapport1. Bonding

Rapport2. Upfront

contract2. Upfront

contract3. PAIN3. PAIN

4. Budget/money

4. Budget/money

5. Decision5. Decision6. Fulfillment6. Fulfillment7. Post Sell7. Post Sell

Traditional

Traditional1. Features &

Benefits1. Features & Benefits

2. SolutionsProposals

2. SolutionsProposals

3. Overcomeobjections

3. Overcomeobjections

4. CLOSE4. CLOSE

ProspectProspect1. Lie #11. Lie #1

3. Lie #23. Lie #2

4. CHASE4. CHASE

2. Free Consulting

2. Free Consulting

Sandler Submarine

Bonding &

Rapport

Up Front Contract

PAIN

Budget

Decision

Fulfillment

Post Sell

Have a system – Key Strategies

• Control over the process – specific behaviors and actions

• Saves time – qualify or disqualify early

• Stay on track – exactly what will happen

• Recognize problems early – set bombs off

• Focus on prospect, not what to say next

Sales, Marketing & Customer Service Automation

• Lead, opportunity and account management

• Campaign management, email marketing

• Case management and incident tracking

• Advanced Dashboards

CRM Software

• Oasis supports several CRM products

• SugarCRM can be deployed in a 100% mobile friendly cloud format or can be installed on your servers

• Offers a 360 degree view of customer and prospect sales processes

FREEFREE Sales & CRM Webinars!!

Follow up with us

• Twitter @Oasisky• Facebook facebook.com/OasisSolutionsGroup• LinkedIn

linkedin.com/groups/Oasis-Solutions-Group-Customer-Network-1715527/about

• Blog http://blog.oasisky.com/• Email: Christine Ashley christine@oasisky.com

Vince Esposito vesposito@sandler.com