Antionio Garrido is here to provide the seven stages of the Sandler Selling System and the questions you can't ask in order to become a more effective sales person
- Bonding and Rapport
Bonding and rapport require getting a few critical things right. First, you need a strong sense of who you are. You need to understand how people view you, have a grasp on what your worldview is, and know your strengths and weaknesses better than anybody else. Second, you need to have a highly-tuned emotional and situational radar in order to accurately read how the prospect is feeling. Third, you need flexibility in order to meet each prospect where they are. Fourth, you need humility in order for people to be genuinely interested. Finally, this will manifest in you gaining the trust of your prospect.
- The Up-Front Contract
The up-front contract is the thing that if a salesperson and a prospect could agree upon, it would form everyone’s best interest. These things include:
The time, duration and location for the meeting;
The purpose of the meeting;
The client's agenda;
The salesperson's agenda;
The potential outcomes of the meeting; and
They agreed to either continue the process or else stop wasting each other's time right then and there.
Pain is the gap between where people are and where they want to be. Every sale is instigated by the prospect's belief that they will feel better once they purchase your product or service and it is implemented. Once you understand the prospect’s pain, you’ll have them in the place you want them to be.
Now that we have them in a place where they take action, it's time to start moving the discussion towards the budget. Remember, there's a big difference between a prospect who is willing to take action, and a prospect who is willing and able to do so. Once you have a good sense of the prospect’s budget, and assuming that it is large enough to help solve their issue, we move to the last stage of the qualifying process.
Now we are looking to determine whether or not the prospect qualifies to receive a detailed presentation, disqualify the prospect, or determine who else needs to be involved in the process in order to move it forward. If you don't have a clear picture of what happens after you give your proposal and quote, or if the prospect is wishy-washy about the details of implementation, this is the time to disqualify them.
Once you've determined that your prospect qualifies for a presentation and quotation, it's time to deliver on that. At each stage of the presentation, you need to gauge their temperature and ask them after each point if what you are showing them is what they were hoping to see, and correct that if it's not.
After you've made the sale, Sandler recommends you deal with any potential buyers' remorse head on. This will either seal the deal, or flush out any possible reasons for backing out or roadblocks, avoiding the all-too-common experience of getting back to the office and hearing that "something has come up" on the prospect's end.