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“The Benefits of Systematic Selling”
Bill Bartlett
Selling is ….
Sell to live?
or
Live to sell?
Do You…
Ask Yourself:∎ “How many of my business problems
would disappear if I could sell more of
my products or services?”
∎ “What prevents me from selling more?”
Top 5 Salesperson Weaknesses:Need to be liked
Fear of “NO”
Inability to discuss money
Professional visitors
Happy ears
Strategy
People
Process
Advisor
Partner
Consultant
Problem Solver
Vendor
Sales Competency:
PICTURE
Attitude
Behavior Technique
Improve Your BAT-ing Average:
Ask Yourself:∎ “How do I prospect for new business?”
∎ “Am I in front of enough ‘suspects’ to
grow my business?”
Strategy
People
Process
Keep Your Funnel FullSuspects
Prospects
Possibles
Probables
Customers
Ask Yourself:∎ “What system does my prospect use to
control the sale?”
∎ “How do I overcome their system?”
Sales Awareness
Buyer Strategy:
Mislead
Steal Expertise
Mislead Again
Hide
Salesperson
Strategy:
Look for Interest
Make a
Presentation
Answer Stalls
Chase
Sandler Sales MethodologyBonding & Rapport: Build Relationship
Up-front Contract: Mutual Agenda
PAIN: Reason to Buy
Budget: Investment
Decision: Influencers & Timing
Fulfillment: Presentation
Post Sell: On-Boarding
Ask Yourself:∎ “Do I have the guts to implement what I
learned today?”
∎ “What roadblocks will I have to overcome in
order to do this?”
∎ “Do I need help?”
