Post by account_disabled on Jan 4, 2024 4:28:12 GMT
These phases, in turn, are divided into 7 steps. In the first phase of “ building the relationship with the prospect ” there are two essential steps: Creation of links and relationships. Set expectations. The second phase of “ qualifying the prospect ” is the longest, made up of three steps: Know the client's pain. Review the budget in detail. Discuss decision making. And finally, in the third phase of “ sale closing ” we have: Compliance. After-sales work. Below we explain each of them, so that you can start applying the Sandler methodology in your sales processes. Trusted seller 1. Creating links and relationships The key point of this stage is observation. Many salespeople make the mistake of doing most of the talking when negotiating with a customer.
This is harmful, especially if it is the first contact, because then you cannot understand their problems and needs. What is recommended in the Sandler method of sales? Start with completely honest communication, in which the seller listens and resolves the doubts that the prospect presents. Pay Phone Number List attention to the small details: gestures, word choice, humor, etc. Try asking several questions to fully explore their needs, but without interrupting the natural flow of the conversation. Don't try to sell from the beginning. 2. Set expectations This step is also called “initial contract”, as it is about laying the foundations for future negotiations. Here—as a seller—you must show yourself as a trustworthy person, who instead of selling to the customer, will guide and support them throughout the buyer's journey.
We recommend that, right at the end of the first meeting or call, you schedule the next meeting along with the topic to be discussed. If you have already identified what the main problem is, try to provide a customized solution for the next time. 3. Know the client's pain Here begins the second “phase” of the Sandler sales system that we mentioned at the beginning: qualifying the prospect. When we talk about “knowing the customer's pain,” we mean understanding what their need is and how the purchase could satisfy it. This must be achieved by asking the right questions at the right time. Properly qualifying prospects is of utmost importance, since a lot of time could be spent on a lead that is still too cold, while a hot lead, who is already a few steps away from purchasing, could be neglected.
This is harmful, especially if it is the first contact, because then you cannot understand their problems and needs. What is recommended in the Sandler method of sales? Start with completely honest communication, in which the seller listens and resolves the doubts that the prospect presents. Pay Phone Number List attention to the small details: gestures, word choice, humor, etc. Try asking several questions to fully explore their needs, but without interrupting the natural flow of the conversation. Don't try to sell from the beginning. 2. Set expectations This step is also called “initial contract”, as it is about laying the foundations for future negotiations. Here—as a seller—you must show yourself as a trustworthy person, who instead of selling to the customer, will guide and support them throughout the buyer's journey.
We recommend that, right at the end of the first meeting or call, you schedule the next meeting along with the topic to be discussed. If you have already identified what the main problem is, try to provide a customized solution for the next time. 3. Know the client's pain Here begins the second “phase” of the Sandler sales system that we mentioned at the beginning: qualifying the prospect. When we talk about “knowing the customer's pain,” we mean understanding what their need is and how the purchase could satisfy it. This must be achieved by asking the right questions at the right time. Properly qualifying prospects is of utmost importance, since a lot of time could be spent on a lead that is still too cold, while a hot lead, who is already a few steps away from purchasing, could be neglected.