sales: it's not about you part 2: prospect buy for their reasons
DESCRIPTION
All too often salespeople focus on themselves when they should really be focusing on the prospective customer/client. Sales it's about the salesperson, it about the wants and needs of the consumer. In this presentation Vince Esposito, Managing Partner at The Strickland Group/Sandler Training and Christine Ashley, Senior Consultant at Oasis Solutions Group discuss how to motivate sales.TRANSCRIPT
presented byVince Espositostricklandgroup.sandler.com
Christine Ashley [email protected]
Senior Consultant
Oasis Solutions Group
www.oasisky.com
Christine is a HR/Payroll and CRM consultant. She has 16+ years experience with sales, project management, software implementation, training and development.
Oasis Solutions Group has been providing service, support and training for accouting/ERP, CRM and HR/Payroll software since 1991.
Vince Esposito [email protected]
Managing Partner
The Strickland Group/ Sandler Training
http://www.stricklandgroup.sandler.com/
Vince has over 20 years of direct sales, sales management and training experience.
The Strickland Group has been an Authorized Franchisee of the Sandler Sales Institute since 1992
“Prospects buy for their reasons not the salesperson’s reasons!”
1. The first part of the qualifying process
2. The compelling reason for change
Finding Problems
• Work to understand the prospect’s needs and determine if your product or service will meet their needs.
• A proper pain step distinguishes you and your product from every other competitor.• Qualify the prospect early before the effort and cost of developing presentations and proposals.
1. _____________
2. ______________
3. ______________
Admittance/Surface
Impact/Consequence
Emotional
Hey!
3 Levels Of Pain
Admittance/Surface
• Problems or challenges the prospect will openly share
with the outside world
• They tend to be factual and intellectual
• They describe symptoms or manifestations of other,
usually deeper problems or concerns
• They are never the real problem
Impact/Consequences
Pain Funnel
Questions
The WHY beneath the WHAT –
The cause of the “pain indicators”!
Specifically, they explain why:
• The surface problem exists
• They are interested in your product or service
• They are replacing or repairing the existing product or service
• They are looking for another option
• They are pursuing a particular result
• They have not already achieved the desired result
Pain is Beneath the Surface
Avoid Solutions!
Clarifying Questions
The 30 Second Commercial
• Features/Benefits • Problems You Solve
First 5 Minutes in Person
• “Thanks for Inviting Me..
• Match & Mirror DISC PSD
• Time/ Not Ok..Looks Like
• “Productive Meeting/Agenda”
• N “me”
• O “you”
• T 2 Things
How To Find Problems
• Usually When I am Invited …• (Nurture First) Why Am I here?• 30 Second Commercial• On a Scale of 1 to 10• 3rd Party Stories• Like or Dislike About Current Vendor• I assume you are comfortable with…• Aladdin’s Lamp• Magic Wand• Make Your Job Easier• In a perfect world….
Advanced PAIN FUNNEL!
• Tell me more about that?• Can you be more specific?• Any specific examples?• How long has that been a problem?• Have you tried to fix it in the past?• And did it work?• Any idea what _____ may be costing You?• What impact does this have on you directly?• Sounds like you are not happy?• Are You Ready to Give Up?• How do you see me helping you?• What were you hoping I could do?• Any Thing Else I Should Know?
The Story Of The New Heater Guy
“The dummy curve”
How are we programed to respond to questions?
Reversing Rule Of 3
How can we check the temperature
of the prospect?
Negative Reversing
Reversing The Question To Get True Meaning
Don’t Be Afraid To Go Negative
• I Have A Problem
• I’m Surprised…Strip Lining
• I’m Confused
• It is my fault…Fall on the Sword
• What were you hoping I could do
• I am not sure we are a good fit
PAIN is Beneath the Surface
Avoid Solutions!
Clarifying Questions
Admittance
Impactconsequences
Emotional
Pain Summary/
Review
Pain Funnel QuestionsTell me more.
Can you be a bit more specific…maybe give me an example?
What have you tried to do to solve (deal with) it?------------------------------------------------------------------
Why do you suppose that didn’t work?
What (how much) has that cost you?
------------------------------------------------------------------How does that affect you directly?
How does that make you feel?
------------------------------------------------------------------
Are you ready to give up trying to deal with it?
Is there anything else I should know that would be helpful?
Prospects buy for their reasons… Not yours –
Key Strategies
• Get Your Client Comfortable to Share PAIN Emotional Connection
• Avoid The Obvious “Selling” Traps /Interrupt the pattern
• Don’t Give solutions to soon
• Don’t Price too Early!
• Reversing Rule of 3!
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Sandler Training• Our Clients Say It Best:• “"After more than a decade of working together, Sandler's superb sales and
sales management training programs continue to deliver the edge we need. Your most recent prospecting seminar produced another big surge in appointment levels for the attending regions. Sandler's overall training efforts continue to earn an astounding 93 percent approval rating!"
• “Put simply, Sandler makes our sales personnel look very different to prospects than our competition, which are using a potpourri of classic sales pitches.”
• "What the Strickland Group and Sandler taught us was to really take charge of the sales process. We wanted the sales team to own it and set the marks and Sandler has helped tremendously!"
• WWW.STRICKLANDGROUP.SANDLER.COM• [email protected] Phone # 502-454-5454 Ex 3