Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

SALES & MARKETING

WORKSHOP

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Think it over

Unpaid consulting

Radio silence

Being shopped

Turnover

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Agenda

Part 1

• The Dance

• Leading

• Break

Part 2

• Mindset

• The Up Front Contract

• Break

Part 3

• Turnover

• Buyer Leverage & Gambits

• 3 Step MDP

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

The Dance

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

The DanceSeller Buyer

1. Generate

Interest

2. Find Need

3. Present

4. Close

5. F…… U..

1. Closed &

Guarded

2. Asks

Questions

3. Don’t

Commit

4. Delays &

Distractions

5. Hide &

Disappear

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

It’s Over

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Leading the Dance

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

No Pressure

Non-Threatening

Conversation

Willingness to Walk Away

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

SellerBonding &

Rapport

Qualify

Close

Now Present

The Dance

1. Generate

Interest

2. Find Need

3. Present

4. Close

5. F…… U..

Buyer1. Closed &

Guarded

2. Asks

Questions

3. Don’t

Commit

4. Delays &

Distractions

5. Hide &

Disappear

Controlling the

Dance

Up Front

Agreements

I need them to

like me

I must

convince

I must chase

I am equal

I must be

convinced

It’s OK to say

NO

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

SellerBonding &

Rapport

Up Front

Agreements

Qualify

Close

Present

The Dance

1. Generate

Interest

2. Find Need

3. Present

4. Close

5. F…… U..

Controlling the

Dance

Close Propose

Propos

e

Close

Qualify Dis-Qualify

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Think

FeelAct

Top Performer Mindset

LimitationPossibility

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Beliefs

Thoughts

Feel

Judgment Call

Action

Result

Self-Reinforcing

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Up Front Contract

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

PurposeYour Role

Outcome(s)

Time

Prospect’s Role

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

When?• On phone B4 1st meeting • Anytime B4 a meeting• B4 each step• Spouse• Conclusion of the sale• Conclusion of every

meeting• Kids• Everywhere - Everyone

No Mutual Mystification

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

ANOT DeliveryANOT

ppreciate you INVITING me in

aturally you’ll have questions for me

bviously I have questions for you

ypically in about (X) minutes or so, one of two things happens. We might both decide not to take the conversation any further or we might decide on some next step you’d like to take. I’m OK either way. Sound fair?

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Up Front Contract

Practice

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Contact Turnover

Client Centric Satisfaction Tool

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Sources of Buyer

Leverage

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

YOUR Up Front Positioning

• Strength

• Weakness

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Sources of Leverage

Attitude

TechniqueBehaviours

Success

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Sources of Leverage

• Belief

• Need

• Emotion

• Time

• Relationships

• Understanding

• Ownership

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Maximizing

Your

Negotiating

Moments

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Maximizing Your Negotiation Moments

The Response Continuum

Collaborative

Accommodating Assertive

Aggressive

Demanding

Dominating

Obsequious

Subservient

Wimpy

Play Zone

“Authoritative Parent”

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Three Step Mobile Defense Plan

1. Strokes & Assurances

2. Sweat

3. Barter - Concessions

Maximizing Your Negotiation Moments

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Concessions

• Slowly• Small Pieces• Hurt• Get Back• First in – Last out

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Lessons

Learned

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

On the

Ground

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

The

Dirty

Dozen

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

1. The Flinch

2. Your Competition

is Cheaper

3. Lower Authority –

Higher Authority

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

4. Good Guy / Bad

Guy

5. Hot Potato

6. Emotional Outburst

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

7. Fait

Accompli

8. BAFO

9. Stonewalling

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

10. Escalation

12. Changing the

Rules

11. Nibbling

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

1. Recognize – Deal players

2. Pre-Negotiation positioning

3. Unilateral concessions

4. Talking too much

5. Emotions

6. Negotiating unprepared

7. Money is the issue

Seven

Deadly

Sins

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Lessons Learned

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Sources of

Leverage

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Positioning

• Strength

• Weakness

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Sources of Leverage

• Belief

• Need

• Emotion

• Time

• Relationships

• Understanding

• Ownership

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Sources of LeverageAttitude

TechniqueBehaviours

Success

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Maximizing

Your

Negotiating

Moments

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Maximizing Your Negotiation

Moments

The Response Continuum

Collaborative

Accommodating Assertive

Aggressive

Demanding

Dominating

Obsequious

Subservient

Wimpy

Play Zone

“Be hard like

water”

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Maximizing Your Negotiation

Moments

Three Step Mobile Defense

Plan

1. Strokes & Assurances

2. Sweat

3. Barter

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Concessions

• Slowly

• Small Pieces

• Hurt

• Get Back

• First in – Last out

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Lessons

Learned

Sales AboutFace Inc. authorized licensee of Sandler Training | www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

On the

Ground