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The Sandler Selling System
Facilitated By: Timothy Sanfino
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.
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• Seek The Truth• Slight Edge• If It Works, Keep Doing It!• Literal vs. Reality• On-Going, Incremental Reinforcement
Sandler Success Principles
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.
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Success Triangle
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My Current Sales Process
STEP 1 STEP 2 STEP 3 STEP 4 STEP 5
Description: Description: Description: Description: Description:
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.
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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
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.
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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 8641 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
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.
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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.
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.
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When the Customer Controls the Buying Process
It leads to…
UNPAID CONSULTING
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.
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The Buyer-Seller Dance
Prospect’s System
1. Mislead2. Unpaid Consulting3. Hope4. Hide
Sandler System®
1. Bond & Rapport2. Upfront Contracts3. Compelling Emotional Reasons4. Budget/Money5. Decision Process6. Fulfillment7. Post Sell
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.
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The Sandler Selling System®
Methodology
Relationship Qualifying Closing
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.
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Over-Extension
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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
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.
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Compelling Emotional Reasons to Do Business - PAIN
Pain NOW
Pain FUTURE
PleasureNOW
PleasureFUTURE
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.
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The Three Elements of Pain
= PAIN
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.
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Sandler Pain Funnel®
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.
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©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.
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