Eliances Secrets Ssession Tracy Bullock

‘Secrets of Power Sales’

© 2015 Eliances. All Rights Reserved

Tracy BullockBullock Training & Development,Sandler [email protected]

mailto:[email protected]

mailto:[email protected]



What do you give away

the most in your

business?



What do you have the

least of in your

business?



Success TriangleAttitude

Behavior Technique



Adult learning progression

5

HABIT

AWARENESS

KNOWLEDGE

APPLICATION

SKILL



Benefits of An Effective Selling System

• Recognize successful behavior• Strategize and debrief with a

common language/system• Replicable• The GPS of the sales process!!!



Four positive results of the Sandler Process?

Get a Yes Get a No Get a referral Get a clear, well defined future

Benefits of An Effective Selling System



Conflicting Strategies in the Sales Arena

The Buyer Seller Dance

8



The Salesperson’s traditional strategy for developing selling opportunities

Fact Finding

Analysis

Job Spec

Demo

Presentation

Proposal

Put Off

Objections

Think It Over

Commitment

Close

Contract

Follow Up

Track Down

Chase

Qualify Present Close Chase



Customers play by their own set of rules!

The Prospect’s Strategy for Controlling Selling Opportunities

Rule 1. Play your cards close to the vest.Rule 2. Obtain all the information you can.Rule 3. Don’t commit to anything.Rule 4. Disappear.

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Appear Intereste

dAct

MotivatedAvoid

CommitmentObtain

Information

Disappear

The Prospect’s Strategy for Controlling Selling Opportunities



What happens when these differing strategies collide?

Fact FindingAnalysisJob Spec

DemoPresentat

ionProposal

Put OffObjection

sThink It

Over

CommitmentClose

Contract

Follow UpTrack DownChase

Appear Intereste

dAct

MotivatedAvoid

CommitmentObtain

Information

Disappear

Buyer

Seller

L E T ‘ S D A N C E ! ! !

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How do we avoid the dance???The Sandler Selling System

1.Bonding and Rapport

2.Up Front Contract

3.Pain

4.Budget

5.Decision

6.Fulfillment

7.Post - Sell

People tend to do business with people they like

Inspect what you expect

No pain, no sale

No money, no sale

No mind reading

A decision not to make a decision is a decision

You can’t lose what you don’t have

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Sandler Rules Sometimes the prospects buy in spite of the

salesperson’s reasons

Never ask for the sale – make the prospect give it up

You can’t sell anybody anything – until they discover they want it

Never get between the prospect and where you want them to go



Everything you ever wanted in life is sitting just outside your comfort zone

16

Success Your comfort zone

Eliances Secrets Ssession Tracy Bullock

Business

Transcript of Eliances Secrets Ssession Tracy Bullock