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Thanks to Sandler Training, I did not "wimp out" at a crucial moment when the prospect pushed back. The prospect tried to beat me up on price but I stood my ground, confident that I had built the best solution at a fair price. The prospect agreed and signed the check. No Wimp Junction for this sales professional.
Corey Hacker, TCS
A sales process is very different from sales techniques. The sales process:
• Is a “scientific” approach
• Is a step-by-step methodology that applies to every sales circumstance
• Can be used as easily by the highest generating sales person as the least productive person on your sales team
• Is a consistent practice that rarely changes
Of all the sales methods available, the Sandler process is widely recognized as one of the strongest and most progressive since it emphasizes "qualifying hard" and "closing easy".
Conversely, sales techniques are more like tools. Sales techniques:
• Are subjective, situational, and personality-driven
• Are tools, not stand alone processes
• Are flexible and adaptable depending on the situation and the salesperson
• Are interchangeable “devices” that are at your disposal
When the proper techniques are applied in conjunction with a solid sales process your sales team's performance can be boosted dramatically.
At Sandler we adopt different types of sales techniques to help you help your prospect make an accelerated informed decision.
Here are two examples:
If the sales process appears to be at an impasse, you can develop a closer rapport with the prospect by switching from the role of salesperson to consultant. By using an obvious verbal prompt you can interchange your role. An example of the verbal prompt could be "Susan, let me take off my salesperson hat for a minute and put on my consultant hat instead..." If the prospect views you in a helpful, unbiased manner, rather than a sales mode, there is a greater likelihood of responding to your questions and suggestions.
Presumptive questions are questions that make the assumption that an event has already taken place when in fact it has yet to occur. Attorneys use this technique effectively and so can you. Here is a type of presumptive question: "When your current service provider reviewed your system availability and analyzed the causes of your downtime were you satisfied with the results?” In this scenario it is known that the current service provider is NOT providing this type of review. You bring this deficiency to the forefront without directly criticizing the competitor.
Perfecting the art of layering powerful sales techniques onto a proven selling process requires hours of hands-on reinforcement training that you and your team can use for success. That's how Sandler Training can help.