In the Sandler Training® SalesMastery program, the best practices have been carefully collected through over 50 years of sales training experience. Timeless sales strategies, communication skills, and success principles have been instilled into this program which will accelerate your journey to becoming a lifelong, successful sales professional.
During the course of this program, you will master the most powerful sales methodology ever developed, the Sandler Selling System. This bold, take-charge approach to the sales process challenges long-held sales beliefs, turns the tables on buyers, and places the power and control of the sales process firmly in the hands of the sales professionals.
Each interactive training session will present you with an exciting combination of easy-to-follow lessons, real-world examples and role-plays, problem-solving sessions, and ongoing reinforcement through additional resources. You will receive powerful online tools that you can refer
to whenever they wish to explore specific topics or review additional material from a recent lesson.
• Take control of their selling process?
• Learn how to qualify buyers before investing time, money and energy pursuing them?
• Close more sales, more quickly, more easily, and more profitably?
• Have fun in their sales career and be treated like a professional?
• Become a sales master and respected contributor?
• Chasing buyers who won’t return their calls or emails?
• Dealing with buyers who pick their brain for ideas, and then give the business to someone else?
• Wasting time with leads who initially looked interested but were far from it?
• Making presentations to people who can’t or won’t make decisions?
• Handling one stall or objection only to have another emerge almost immediately?
• Having to work so hard to get buyers to make commitments?
• Feeling frustrated because they can’t get their buyers to keep the commitments they finally
got them to make?
• Constantly looking for new ways to find buyers that don’t require cold calls?
Then maybe it’s time to learn why the traditional selling strategies are failing, and why the Sandler® philosophy will help you create an effective and efficient process for developing sales opportunities.
Successful salespeople have a systematic approach to developing business opportunities. They follow a tried and true, step-by-step process that produces a definite outcome each time it is practised. You will learn about the Sandler Selling System and how you can remove the roadblocks in your company’s current system to ensure a successful conclusion to each opportunity.
Developing rapport and creating a bond with a buyer is an integral part of the selling process. It is the first step in creating a relationship based on mutual trust. You will learn how to bond and build rapport with buyers by using proven communication and psychological principles.
One of the keys to successful selling is to maintain control of the process. The Up-Front Contract, which is an important part of the Sandler Selling System, is the tool that will enable you to establish an agenda for each conversation and maintain control of the sales process. You will learn when and how to establish Up-Front Contracts with buyers.
Salespeople were once praised for having the “gift of gab.” However, it is the salesperson’s ability to obtain information quickly and accurately that closes more sales. You will learn how to apply the Sandler questioning strategies to get the buyers to open up and discuss the real problems. You will also use these strategies to overcome stalls, objections, or problems so you can keep moving forward in the selling process.
Buyers buy for their reasons, not the salesperson’s reasons. You will learn how to define a buyer’s needs, wants, challenges and/or problems, or what Sandler calls “pain.” You will learn the three components of pain and how to use the specific questioning techniques to uncover those elements. You will also learn how to qualify or disqualify the opportunity based on whether or not you can solve the problems identified.
If a buyer cannot or will not make the necessary investment to buy your product or service, it’s better to know sooner rather than later. You will learn the second step in qualifying or disqualifying the opportunity is uncovering the buyer’s budget. You will learn how to overcome the discomfort many salespeople experience when discussing money matters with buyers. You will learn specific questioning techniques to uncover the buyer’s budget in a manner that does not put the buyer on the defensive.
How a buyer will make a buying decision should not be a mystery. If you don't know ahead of time exactly what a buyer will need to see or hear to make a buying decision when you make your presentation, it’s unlikely that you will leave with a decision. You will learn that the third step in qualifying or disqualifying an opportunity is identifying the process by which buyers make buying decisions.
All too frequently, sales are lost because the salesperson didn’t know when to stop talking. You will learn how to present your product or service in a manner consistent with the buyer’s priorities. You will learn how to increase your chance of closing the sale. You will learn how to obtain a decision and prevent buyer’s remorse from taking hold. Finally, you will learn how to set the stage for future business and obtain referrals from a new customer.
Negative Reversing is an advanced questioning strategy based on the “reverse psychology” principles. It will help you steer the conversation to explore another avenue or test the buyer’s reaction to a particular aspect of a product or service. You will appear to take the conversation in one direction with your question while the objective is for the buyer’s answer to take the conversation in the opposite direction, a direction favorable to the product or service. It can be used to highlight or reinforce an aspect of the product or service, but in a way that is non-confrontational.
Each interactive training session will present you with an exciting combination of easy-to-follow lessons, real-world examples and role-plays, problem-solving sessions, and ongoing reinforcement through additional resources. You will receive powerful online tools that you can refer
to whenever they wish to explore specific topics or review additional material from a recent lesson.
