for Conscious Selling the Sandler Way Updates
Will's unique ability to merge psychology, business savvy, and decades of experience make Will a tremendous asset. I am glad to have him on my side. Whether consulting on high stakes negotiations or on how to overcome a large sales challenge, Will has proven himself to be a trusted advisor. I hired Will as a business consultant in 2008 for several projects. He helped me produce great results. He is a creative expert.
Adam Nelson. Nelson Engineering, Garden Grove, California.
The terms “sales technique” and “sales process” are often used interchangeably, when in fact, the two are quite different.
More “scientific” in its approach, a sales process is the methodology consistently applied by every member of the sales team to every sales transaction or interaction. Widely recognized as one of the most effective and innovative sales processes, the Sandler sales process places an emphasis on “qualifying hard” and “closing easy.”
On the other hand, think of sales techniques as tools; each sales person has their favorite set of tools — or sales techniques — they like to use, depending on the situation and the prospect. Sales techniques often reflect the personality of the sale person employing them, and can be adapted and combined to fit difference circumstances.
At Sandler, we’ve seen outstanding results from leveraging two sales techniques identified here.
You’re following your standard sales process, but notice that it isn’t working with your prospect. Try mixing things up with this sales technique. Go from being a salesperson to being a consultant, there to help your prospect rather than bent on making the sale.
You can make this switch with a simple verbal cue: “Linda, let me stop being the salesperson here and put on my consultant hat.” This direct, honest approach builds a strong rapport with your prospect, who will be more open to your questions and suggestions.
Used effectively by attorneys, this sales technique involves asking your prospect a question, which makes an assumption something has occurred, when most likely it hasn’t. Here’s an example.
You ask your prospect whether they were satisfied with their current service provider’s analysis of the recent system downtime the company’s been experiencing. This assumes such a review conducted, when most likely the competing company never provided the analysis. Using this sales technique allows you to subtly draw attention to a competitors’ weakness without appearing too aggressive in doing so.