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The Buyer-Seller Dance
Presented by Jeff Schneider
What do we do at Sandler?
• Sales Training (ongoing and events)
• Sales Management Training & Consulting
• Hiring Assessments
• Customer Service Training
• Bootcamps & Seminars
I am an Accidental Seller
The Buyer-Seller Dance: who is leading the dance?
The Traditional Selling System1. The Seller Qualifies the Opportunity
2. The Seller Presents
Traditional Sellers Talk Too Much
Traditional Sellers1. The Seller Qualifies the Opportunity
2. The Seller Presents
3. The Seller Closes
Traditonal Closing Techniques
Traditonal Sellers1. The Seller Qualifies the Opportunity
2. The Seller Presents
3. The Seller Closes
4. The Seller Chases
Traditional Sellers are too pushy
Traditional Buyers:
1. Mislead the seller
The Buyer-Seller Dance is a lot like a game of Poker
Traditional Buyers1. Mislead the seller
2. Gather Information
Traditional Buyers
1. Mislead the seller
2. Gather Information
3. Commit: To Nothing!
Mutual Mystification
Traditional Buyers
1. Mislead the seller
2. Gather Information
3. Commit to nothing!
4. Hide
The Sandler Selling System
The Sandler Selling System1. Bonding and Rapport
Sandler Selling System1. Bonding & Rapport
2. Upfront Contracts
Sandler Selling System1. Bonding & Rapport
2. Upfront Contracts
3. Pain
Pain is a Gap
Sandler Selling System1. Bonding & Rapport
2. Upfront Contract
3. Pain
4. Budget
Sandler Selling System1. Bonding & Rapport
2. Upfront Contracts
3. Pain
4. Budget
5. Decision Mkg. Process
Sandler Selling System
1. Bonding & Rapport
2. Upfront Contracts
3. Pain
4. Budget
5. Decision Making Process
6. Fulfillment (Present and Close)
7. Post Sell
Ways to Learn More
• Visit a class (write “visit” on your biz card)
• Check out seminar schedule on website: www.schneider.sandler.com
• Newsletter: [email protected]
• Send me a LinkedIn invite
• Follow me @schneidertrain on Twitter
Questions?
