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(Southern Counties) | pglynn@sandler.com
 

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Sales Process

We get asked the question as frequently as our clients and the answer might be a little surprising!

Are you an expert sales consultant writing lots of quotes that do not close?

You’re meeting with a prospect. You’ve asked all the appropriate questions to uncover the prospect’s problem, concerns, desires, goals, and expectations. After fully analysing the situation, you announce with no hesitation whatsoever, “No problem. I have exactly what you need.”Add a little drama

Does the prospect gasp a sigh of relief, utter under his breath, “Thank goodness,” and pull a purchase order from the drawer? Perhaps in Grimm’s version of the story, but not in the real world.

Why?

We easily fall into the trap of spilling candy.

I was asked recently by my weekly Presidents Club for some tips, some reminders on how to generate revenue without being pushy and coming across as a “salesman”.

Are you an IFA and wondering how to compete in a post-RDR world? You are not alone!

Obvious, isn't it? We have a great product or service that fulfills a need at the right price. No mystery to that, right? Wrong!

Are you uncomfortable talking about money and the price of your services or products? It’s not unusual.

Maybe it’s the Engineer in me, maybe it’s a bit of an obsessive/compulsive thing going on but I have a tendency to approach just about everything I do systematically.

The little girl in the supermarket had clearly set her heart on the Halloween skeleton outfit and was performing the ultimate tantrum dance in an effort to overturn her Mum’s refusal to allow her to have it. “Stop it now ! her mum was saying “ We bought the witches outfit last week, you’re lucky to have such a nice costume”. It certainly brought back memories.

It took a long time of full-time study of Sandler but it finally clicked. The part of the process where you use a bit of assumption, a nod to the process and a long length of hope is precisely where it will all unravel.

In Presidents' Club we looked at strokes. Neutral, positive, negative. We concluded most (all?) are “stroke-deprived” and even negative strokes (“cold pricklies”) even “rubber bands” were better than no strokes.

Might seem a strange question on a “sales training” blog but if that is the Key Performance Indicator we are working towards we had better understand it.

I read an article recently that slammed salespeople for using the “hard sell” tactic of asking for a decision at the end of a presentation.

DON’T DO IT! I am often asked to help people write better quotes. They tell me that they are getting loads of good leads, they have good sales meetings with these leads. At the end of the sales meetings, they are often asked to send a quote with the promise that they will get back to them.

I was asked recently to speak at a local chamber event. The theme I chose was “stop selling”.

The STORY:   “Good Morning, Laura Smiles speaking. I understand that you are looking for…” she said into the phone, letting her voice trail off.   After a moment of silence came a response in a male voice, “Ah, yes, I’m interested in getting some pricing and availability on your high-performing units. Laura paused, not saying anything on purpose.

In his book, BLINK, author Malcolm Gladwell contends that we make our best and most accurate decisions in the first two seconds encountering a situation, in other words, in the blink of an eye.

True story - one of my clients told me that every time she went near her phone to make a call, it changed from a tame domestic cat into a fearsome tiger.

How often have you been reflecting on a sales meeting thinking of something that you should have done that would have been more appropriate than what you just did?

Does this sound familiar – You start the day full of good intentions, and then your best client rings up and wants you to deliver a new product as soon as possible and can you sort it now!

I am often asked, what do you do in your sessions? What would I or my people get if we came along regularly? Here is some idea.

The consultant’s eyes shone as he said “We now have confirmed business that will take us through the year covering all our costs. Everything is now profit.” Wow! Very nice. But that was only half of it.

The graphic designer looked up from her notes with a dazed expression. “This is not sales training!” she exclaimed in an accusatory tone “Oh? So what WOULD you say it was then?” “It’s about LIFE!”

Sales and customers are the lifeblood of any business, yet, we often spend far too little time developing new business, finding much more important jobs to do....

Reading one of the new Sandler books, “Selling Professional Services” I was struck by just how much of the book was about getting over the resistance to prospect for business rather than any of the classic Sandler sales techniques. It made me realise that your main concern is just that too.

A sales template is defined as the step by step set of interactions you want your prospect to go through because it will give you a clear competitive advantage or otherwise increase the chances of you winning the business. An efficient sale system enables you to consistently achieve a desired outcome or set of outcomes without wasting time, energy, money etc. The most effective sales templates are basic enough to accommodate for change (focused on each stage of the sales meeting).