The Sandler Selling System™ is a direct, consultative approach to sales. This solution based approach, nurtures an honest exchange of information which establishes trust, develops relationship and promotes sales growth. By utilizing these seven steps in succession, sales professionals have been able to successfully manage their prospect interactions and increase sales. There are seven steps to the Sandler System. Using them won't guarantee you will make a sale, but you will find the truth and know where you are in the selling process.
So you are looking for ideas about how to meet new people. We both know how important it is to meet new people when we want to get leads. In fact, the reality is that every new lead is a new person. If we want to keep that new lead, we have to meet them and start a relationship with them. Many people think getting to know someone is automatic or done without thinking.
I am going to share with you some of the things I have learned about how to quickly get to know someone and begin building a trusting relationship with them. More importantly, you will learn some essential steps to keeping that relationship going. Enjoy!
People often erect a defensive “wall” when meeting new people for the first time. If they think you are trying to sell them something or trying to get them to do something don't want to do, that wall will be even thicker. Wherever you are meeting people for the first it can be very valuable to get on the same page with the new person. You will hear people talking about developing rapport with another person. Establishing rapport means breaking down this wall through empathy and understanding from the other person's point of view. Once achieved, the people become comfortable and open to a trusting business relationship.
In this short video, you will learn some simple techniques to build rapport and trust with another human being.
When you are meeting someone for the first time in a networking meeting, find out who they are. Find out what they care about. Remember it is not about you; it is about them. After you have established rapport (Step 1), get permission to ask them some questions about what they do; maybe even something about what they really enjoy doing. Of course they are going to want to know what you do, but it is not about you; it is about them. Ask them why they came to the meeting. What are they looking for? Be curious about who they are and what they are trying to accomplish. Give them permission to say NO. Above all, get a commitment that the two of you will make a decision about whether it makes sense to have another conversation.
Before you finish the conversation, get clear about any next steps. Get crystal-clear about what, if anything, will happen next. After the event, send a calendar invite to confirm any plans you agreed upon with a time and a date.
We can share lots of tips and techniques about how to improve your networking, get past the gatekeepers, strengthen your prospecting program, and even get more sales. You can buy books, listen to CDs, watch videos, and even attend short-term training.
Until you make a personal commitment to make the changes that will lead you to the success you so richly deserve, all these ideas will remain ideas. Making the changes that lead to a successful professional sales career require time, effort, practice, and coaching.
These videos and programs will give you ideas. When you are ready to make them a part of your regular, ongoing behavioral practice, contact us or call us. Let's find out if you qualify for our intensive, ongoing salesperson development program.
While you are deciding when to start your development program with an application, you can hear more tips and techniques and learn:
for only $7. This includes access to over an hour of audio material. You will learn:
is the VP for Sales at Sandler Training in Santa Ana serving Orange, Riverside, and Los Angeles counties. He is an expert in sales force development.
He helps salespeople develop an effective sales system, design a prospecting program, and remove the obstacles that limit success as a professional sales person.
Will helps business owners and sales managers build their sales teams, improve the sales management, create accountability systems and focus on growing sales revenue.
Will has chosen the materials in these online programs especially for people new to sales who are committed to making the changes necessary to become successful, professional sales people.
Book a call with Will to discuss ways to get the sales results you want and to see if you qualify for the ongoing Sandler sales team development program.
Sandler has worked with sales and business leaders to “fine tune” their professional voice in the marketplace. By applying the Sandler Sales Principles™, organizations are able to establish a solid sales structure, techniques, and methodologies which increase productivity and promote revenue growth.
To see Will Crist discuss all seven steps of the Sandler Selling System, enter your email.
Sandler has worked with sales and business leaders to “fine tune” their professional voice in the marketplace. By applying the Sandler Sales Principles™, organizations are able to establish a solid sales structure, techniques, and methodologies which increase productivity and promote revenue growth.
