201-842-0055 | dwood@sandler.com
Sandler has a rule that says People Work Harder for Their Reasons than for Yours. As a leader, it's paramount to recognize that your team's personal goals hold as much significance as your corporate objectives. After all, the reasons they come to work extend beyond the corporate objectives. The key lies in tying personal aspirations to the broader picture – this is the secret to unlocking your team's full potential.
Have you ever met with a salesperson, and something didn't feel right?
When someone feels OK, they feel respected, appreciated, and in control. When someone feels NOT OK, they feel threatened, insecure, or overwhelmed. These feelings result in one of three things: they fight, they flight, or they think it over. Here's an example of why it's important to make your buyers feel OK.
When you want to get the answer to a buyer’s situation, use the LET’S PRETEND technique.
The LET'S PRETEND technique works for:
✔️ Setting an upfront contract
✔️ Before sending a proposal
✔️ Prior to a demo
✔️ Prospecting
✔️ Decision-Making
LET’S PRETEND you used this technique on your sales calls. How much more effective would you be?
People remember:
As a sales leader, role-play is key in improving the performance of your sales team. These tips will help you take the "dread" out of role-play and turn it into effective coaching sessions.
Start Your New Hires Off with a MAP
A clearly defined MAP (Minimum Acceptable Performance) should be included in your sales on-boarding process. It’s the behaviors that you expect your new hire to do every week to succeed. Remember the Sandler Rule: Never manage your numbers, manage your behavior.
Do you ever find that your sales cycle is getting longer, you don’t have control over the prospect meeting, or you’re hearing too many prospect excuses? Join Danny Wood as he walks you through the steps of the Sandler Up-Front Contract. These steps and questions establish a clear path to help determine the meeting outcome and create equal business stature. This may seem uncomfortable at first, but folks, they work! Good selling.
I don’t suppose you’re interested in how to position questions that eliminates pressure, makes the other person feel OK, and gets a better answer?
In today’s Meet Me After Class Moment, Danny discusses the importance of having a prospecting cookbook and doing the behaviors to be successful. Do you know how many telephone prospecting calls you need to make each week? What about referral meetings, networking events, or resurrection calls?
Never manage your numbers; manage your behavior!
Are you or your sales team driving revenue today the same way they did in 2019?
If sales have hit a decline, it’s time to adjust your lead generation and prospecting activities to align with today’s market conditions.
As we move from pandemic crisis to recovery mode, we need to assess and update our cookbooks for driving business.
We'll look at the KARE method of segmenting your clients and prospects to determine where to spend your time and energy.
Danny shares a concept that can help you to almost double your business. It involves a equation where if we can improve in just a few small areas by 20%, we could almost double our business.
Stop helping your prospects to lower your prices.
Before you answer your prospect’s “How Much” question, consider if you are unintentionally helping the prospect to lower your price. The Anchor is a piece of information that the brain latches on to. Only discuss price after understanding your prospect’s problems and their financial impact.
Everyone has three ego states; the Parent, Adult, and Child. Listen as Danny explains Transactional Analysis and the difference in the three. The Parenting ego can be critical or nurturing. The Adult makes logical decisions and objective. The Child state can be rebellious, emotional, or fun loving.
Always Be Advancing the Sale with Danny Wood
Sales reps have been known to stuff the pipeline with opportunities that have zero chance of closing Instead of ABC (Always Be Closing), change your method to ABATS. Define and publish your sales process where everyone on the sales team is consistent in the qualification process.
Your brain can be an enemy or an ally in achieving your goals. Because of the way we talk about our goals, we often turn our brain against us. The words we use make a difference!
During your last few sales appointments, how many times did you ask questions that generated a Pavlovian response? The technique to prevent triggering a Pavlovian response was taught to you in grade school English. The proper name is "interrogatives," but most of us know it as the 5 Ws; who, what, when, where, why plus H (how). Listen as Danny shares an example.
Danny Wood discusses the “Wheel of Life” and the seven areas to help you determine priorities, set goals, establish where you where are at achieving them, and what you need to do.
The seven areas of the Wheel of Life
Start your day with BAGELS.
The Sandler Pain funnel takes your prospect through a series of questions that helps to identify and quantify their “pain.” This helps move you through the sales process and how to tailor your solutions to their “pain.”
Today, we’ll be talking about the no-pressure prospecting call. Let’s go through the five-steps and you can see how it can work for you in your world.
• Opening
• Upfront contract
• 30 Second Commercial
• Close
• Post Sell
How do I sound different than my competitors? A well thought-out 30-second commercial can do the trick! View Danny Wood’s overview of a 30-second commercial, how to create, and how it works.
Sandler sales, management, & leadership training is built on continual training and reinforcement over time. Like training an athletic.
Listen as Danny describes four-core areas where Sandler Training can help clients overcome.
If you have a commitment to grow your business, give us a call to see if we’re a fit.
201-842-0055 | dwood@sandler.com
"Never Ask For The Order, Make The Prospect Give It Up"
If you have to ask for the order, it’s not a mutual decision.
Watch as Sandler trainer Chris McDonell explains how to take the pressure off both you and the prospect by making an appointment.
Al Striano discusses how Danny Wood effectively addressed the anatomy of sales development and the psychology of sales.
Danny is engaging, dynamic, and entertaining as he delivers an expression or antidote that gets you thinking about how to grow your business.
Danny is the ultimate sales professional coach. He knows how to understand individuals and human nature, how people tick, and how to formulate a strategic to help them be their best.