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The Sandler Selling System

Facilitated By:

Timothy A. Sanfino – Portland, Maine

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

My Current Sales Process

STEP 1 STEP 2 STEP 3 STEP 4 STEP 5

Description: Description: Description: Description: Description:


97 21 37 9 61 14 74 26 6 94

89 49 1 53 81 34 82 46 66 18

13 57 25 17 65 90 22 70 30 58

77 33 73 45 93 38 78 2 42 86

41 69 85 29 5 98 50 62 54 10

63 7 79 39 15 76 48 12 16 96

75 47 27 59 31 100 24 36 56 68

3 43 23 19 71 4 52 40 32 60

83 11 91 35 87 72 28 80 8 84

55 95 51 99 67 20 88 44 92 64

Numbers Exercise


Numbers Exercise

97 21 37 9 61 14 74 26 6 94

89 49 1 53 81 34 82 46 66 18

13 57 25 17 65 90 22 70 30 58

77 33 73 45 93 38 78 2 42 86

41 69 85 29 5 98 50 62 54 10

63 7 79 39 15 76 48 12 16 96

75 47 27 59 31 100 24 36 56 68

3 43 23 19 71 4 52 40 32 60

83 11 91 35 87 72 28 80 8 84

55 95 51 99 67 20 88 44 92 64


Success Triangle


Why Have a Selling System?

• A selling system is defined as a process of developing an opportunity from start to finish.

• An effective system enables you to consistently achieve a desired outcome or set of outcomes.

• Benefits of using a system:

• Maintain control over the process.

• Recognize problems before they become major roadblocks.

• Know where you are in the sales process at all times.


When the Customer

Controls the Buying Process

It leads to…

UNPAID CONSULTING


The Buyer-Seller Dance

Prospect’s System

1. Mislead

2. Steal Info

3. Hope

4. Hide

Sandler System®

1. Bond & Rapport

2. Upfront Contracts

3. PAIN - Compelling Emotional Reasons

4. Budget/Money

5. Decision Process

6. Fulfillment / Proposal

7. Post Sell

The Sandler Selling System®

Methodology

Relationship Qualifying Closing


Over-Extension


Elements of an Up-Front Contract

1. Purpose of the Meeting

2. Time, Date, & Location

3. Prospect’s Agenda & Expectations

4. Your Agenda & Expectations

5. Outcome – Next steps…


Compelling Emotional Reasons to Do Business - PAIN

PAIN

NOW

PAIN

FUTURE

Pleasure

NOW

Pleasure

FUTURE


The Three Elements of PAIN

= PAIN


Sandler PAIN Funnel®



Thank You For Attending!

Tim [email protected]

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Reports.Sandler.com/Certainteed-online

the sandler selling system - certainteed.com · s sandler training (with design) is a registered...

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