Do you know the 7 parts to the Sandler Selling System?
Hey everybody, it’s time to grow where we help you clarify your message, create powerful marketing material, engage your customers and grow your business. My name is Clover Caroll I’m the founder of New Story and along with my team of marketing geniuses, we help people just like you clarify their message. Today we’re going to talk about the seven parts to the Sandler Selling System. Say that three times fast. Okay, so real quick, the seven parts to the Sandler Selling System. Let me tell you about what the system before I tell you the seven parts. So in 1967 David Sandler created the Sandler Selling System and it was really neat in that it was groundbreaking where he put the prospect in the driver’s seat where they feel as though they’re the one actually pursuing the deal. So part one or step one, finding rapport. People want to do business with people that they like.
You want to find out what’s their DNA, what’s their makeup, why are they in business, what are their dislikes and likes? And you want to find authentic common ground. And this is where you get to be a real person. You’re not faking anything. You’re being authentic. Number two, establish an upfront contract. This keeps it professional and respectful of both parties time. We want to set time in place. We want to talk about what the purpose is for our meeting. We don’t want to just waste each other’s time. We want to talk about their agenda first and then your agenda. Uh, what and what’s the outcome, what does success look like for them and for you. Because again, you don’t want to waste anybody’s time. So number three is discover their pain. Now this is where you want to do most of the listening. You should be doing 70% listening and 30% talking.
And you can do this by asking questions. And if they ask a question, you can even answer with a question like, now tell me why that’s important to you. Something like that. Um, you can’t and remember this, she can’t offer any solutions until you know their problems. So you really have to listen. A lot of people will start talking and pres go into their presentation before they’ve actually listened to what the pains are. So we’re not going to do that. There is a place for the presentation I’m gonna tell you about that. Number four is budget. How much is this problem costing you? That’s what a what I love to say. How do you budget things internally? What is the process? So you want to find out how the process is because you’re qualifying this lead. And then most importantly this question, what is your budget range?
Number five, the decision who is involved in the decision making process are all the stakeholders there. Sometimes we find out in meeting that all the decision makers, the stakeholders aren’t there and we need to schedule another meeting and that, and that’s okay. Part of the sales process. But you want to ask those questions. Number six, this is where the presentation comes in or fulfillment, and we say never present the solution until you understand your prospect’s pain. I think I picked this up from Dave Mattson who says, don’t spill your candy in the lobby. You don’t want to just give a presentation. A lot of times, personal story here, uh, for years I would, everyone’s a suspect. Everyone’s a suspect until they turn into a prospect. And so I would just, you know, sell, sell, sell, and I have just so many times sold to people that, that are just not qualified.
You want to qualify three things, pain, budget, and if you’re talking to the right person to decision, so don’t spill your candy in the lobby. I take that to heart now. So do you understand the problem that they’re trying to solve? Do you have the budget? Did they have the budget for your solution that you’re selling? And Are you speaking to the right person? And finally, number seven, the post-sale, the conversion from sale to service. So the first thing you want to do is address the possible buyers remorse by giving them an opportunity to back out. Now, you don’t want to talk them into backing out, but you want to give them an opportunity. Uh, Donald Miller has a great, a great solution to this with. Uh, he presents two things. Um, when you me e the guide presents a plan, a process plan.
Hey, if you call today, if you set up an a meeting consultation. And then the next part of that is an agreement plan. And the agreement plan is a way to dispel the fear of someone doing business with you. And you can do this with a money back guarantee, a trial period, etc. And then the second thing, oh, what this also does is allows you to address any real concerns. So if you say to them, Hey is there , uh, if you’re, if you’re asking them for an opportunity, you want to go over it again, all with a fine tooth comb and you want to find out any pain points to your presentation. So it gives them an opportunity to mention that it enhances your credibility and it also gives them an opportunity to in a no pressure environment to say, Hey, are you absolutely sure about this?
Are you ready to move forward? Uh, secondly, you want to transition from sales to service by establishing another upfront contract. And we do this with a process. Michael Gerber’s. E-Myth says you’ve got to have a process for everything, every know, clear, repeatable process that you follow every time. So you don’t want to stagnate in between the sale and just say, hey, I got the sale… Crickets. You don’t want to do that. So you want to go, okay, the sale, we’re going to get that paperwork done, the sow, contract, a down payment, however your process is, and then what we do as a kickoff call. So when we do a kickoff call it says, okay, the next thing we’re gonna do is set up a kickoff call with your team and our team. We’re going to talk about all the things we’re going to do for you. We’re going to clarify some things that maybe we didn’t clarify in the, in the, in the initial meetings. So we were going to do that and then after that we’re going to set up a referral process so you to collect and tell stories of transformation, do that with testimonial videos, customer case studies, all kinds of things like that. And that’s it. Those are the seven parts to the Sandler selling system. If you have a moment, go to our website, new story, media.com thank you for your time onward and upward.