1. Have a process. Know what you want to do at each step.
The Sandler Methodology is all about process. By following a process you’re able to qualify or disqualify each prospective opportunity and do it more quickly. You should know what’s happening to you on each sales call and more importantly, know what to do about it.
2. It’s more important to qualify than close because if you qualify right, there is no close.
If you have clearly defined the needs of your prospect, then you are merely fulfilling their needs. When you present your solution, you will demonstrate how you will help achieve their goals. The client closes themselves!
3. Relationships matter. Building rapport, getting and asking for referrals.
Prospects erect a defensive “wall” when they think you are trying to sell them something. We’ve all heard the term people buy from people they know, trust and like. What are some ways to get the prospect comfortable with you? Do you understand their problem from their point of view? Build an honest relationship and continue building throughout the relationship, not just in the first five minutes.
4. Prospecting: giving and receiving.
You don’t have to like prospecting; you just have to do it. This Sandler Rule might not be the most positive look at prospecting, but many salespeople avoid the dreaded task of prospecting. Your mindset matters. Do you see it as a hassle or a way to meet new people? Do you learn something new? Help someone solve a problem? As an example: money is always an issue.
5. Join our 8-week Foundations class.
The Sandler methodology may not be the only answer for every company – or every sales course. But it might provide a solution to some of your sales and sales management problems. One way to tell is to consider the following questions:
- Are you or your salespeople giving information to prospects when you or they should be getting it?
- Are your cost-of-sales margins increasing?
- Are you ready to shake up your sales culture?
- Are you or your salespeople too willing to consider lowering prices?
- Do your salespeople follow inconsistent sales processes?
- Are your salespeople, rather than your sales managers, creating and maintain your sales culture?
- Does your sales team seem to change its sales approach with every major fluctuation in the economy?