©1999-2016Sandler Systems, Inc. All rights reserved ......©1999-2016Sandler Systems, Inc. All rights reserved. SSandler Training(with design) is a registeredservice mark of Sandler

©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc. - Nashville Sales Training LLC 2018

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Thank you for joining us!

WELCOME

8-24-2018 FIRST Draft


Sandler® Philosophy

nProfessional Selling is a noble profession and deserves respect.

nBe sure to understand the prospect’s issue, budget and decision process before you try to sell them anything.

nHelp the prospect discover the real Pain and that you are the solution.


Today - Strategies

Lesson Outlinen Enterprise Pain Bubbles

n Elements of the UFC

n Learning to Ask Questions

n Bonding/Rapport

n Rules for Reversing

n Softening Statements

n Social

n Unasked Questions


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p

SophisticatedCompetition

ExtendedSales

Cycles

Focus on Business

Value

Wide, DiverseBuyer

Networks

SignificantInvestmentsin Pursuits

Complex Decision

Structures

Team Selling

DiversifiedOrganization & Footprint

Pain Bubbles


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Elements and Terms of an Up-Front Contract

No mutual mystification!

n Purpose of the Meeting

n Prospect’s Agenda & Expectations

n Your Agenda & Expectations

n Timen Outcome


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11 habits of ridiculously likeable people By Travis Bradberry Oct 19, 2017

• They ask thoughtful questions - The biggest mistake people make when it comes to listening is they’re so focused on what they’re going to say next or how what the other person is saying is going to affect them that they fail to hear what’s being said. The words come through loud and clear, but the meaning is lost. A simple way to avoid this is to ask a lot of questions. People like to know you’re listening, and something as simple as a clarification question shows that not only are you listening, you also care about what they’re saying. You’ll be surprised how much respect and appreciation you gain just by asking questions.

https://www.theladders.com/author/travis-bradberry


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Active Listening Techniques

• Softening Statement

• Question

• Reverse - Restate or Paraphrase

• Question


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Active Listening Techniques

• “Thank you for sharing that with me. I want to make sure I got that correct”

• “When you said…?”

• “Restate or Paraphrase”

• “Did I get that correct?”


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10 Steps to Becoming a Better Listener

1. Shut up.2. Show the other person respect.3. Listen for the truth.4. Do not interrupt the other person.5. Do not speak for more than 30 seconds without asking for comments.6. Do not think about your response while the other person is talking.7. Try to understand from the other person’s point of view.8. Verbalize the other person’s comment before responding.9. Keep good eye contact.10. Respect the other person’s point of view.


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Effective Questioning Rules

• Your value as a sales professional is determined more by the amount of information you gather than by the amount of information you dispense.

• No Mind Reading.



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Learning to Ask Questions

Your value as a sales professional (and ultimately the amount of your commissions) is determined more by the amount of information you gather than by the amount of information you dispense.

No mind reading.


Rules for Reversing

• The Rule of Three Plus

When reversed, a prospect will always redefine his question.

Reversing is a very effective strategy for clearing the smoke and getting to the real questions and issues.


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Questions You Can Use

Initial Questions• You must be telling me that for a reason…

• You’re pointing that out because…

• Why did you ask me that just now?

• Is that a big concern for you?

• If you were me, what would you do?

Follow-Up Questions• Like…?• Which means…?• And…?• You’d like me to…?


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Softening Statements

Sandler Rules

Begin all reverses with a softening statement.Answer every question with a question, but soften it first.

Examples

nGood question.n I’m glad you asked.n Interesting question.n I appreciate that question.nA lot of people ask that.nThat sounds important to

you.


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Reverses are Softening StatementsCombined with Questions

nGood question…why did you bring that up just now?

nThat’s an interesting question…and the reason you asked is…?

nA lot of people ask that. Can you tell me why you asked that just now?

nI understand. If you were me, what would you do?

nThat sounds important to you. If we could provide that feature, what would be the next step?”


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• Connection Request:• Hi _____, I am reaching out to connect because I

noticed _____, and I thought we might bring value to each other’s network.

• Connection Received:• Thanks for the add! How did you see us bringing value

to each other’s network? How can I help you?Virtual tools and online networks will add more prospects, opportunities, and information to your sales pipeline.


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Bonding & Rapport

What are the 3 things that go into communicating with others?1. Body Language – through physical traits

2. Tone – voice patterns and inflections

3. Verbal – the word selections you use.

Which is most important and which is least?


Communication Wheel

Tonality38%

Verbal7% Physiology

55%


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Bonding & Rapport

So, since people buy from people they trust, and they trust those most like themselves, how do we build this

trust?

By communicating in the manner that makes us – the sales person – like the prospect.


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It’s the Prospect’s Picture

Sandler Rules

No buzzwords.Don’t spill your candy in the lobby.Don’t paint seagulls in your prospect’s picture.Learn all you can about your product or service – just don’t tell it.


Unasked Questions

Never answer an unasked question.


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Thank You!

Documents

©1999-2016Sandler Systems, Inc. All rights reserved ......©1999-2016Sandler Systems, Inc. All rights reserved. SSandler Training(with design) is a registeredservice mark of Sandler