West Hartford Events

Perhaps unique to Sandler’s selling system is the Up Front Contract, a tool that helps both the salesperson and prospective customer to get on the same path and work together to determine whether a sale/buy is possible or not. The basic philosophy behind the Up Front Contract is for the salesperson and prospect to define and agree upon a targeted outcome (if the sales call fits for both parties) at the start of the individual sales call. This is the second of the most powerful tools available to salespeople.

Many salespeople find themselves becoming far too engaged in the selling process while on the telephone with a prospective customer. This workshop is specifically focused on how to be most effective on the telephone in getting an appointment – the true goal of the phone call in the first place.

A major factor in the success of Sandler’s approach to selling is PAIN, the emotional reason why people will take action or buy. PAIN is not a natural approach for salespeople to take. It requires learning and training to implement such change. This workshop helps the participants to develop an approach to uncovering PAIN and following the questioning process of the Pain Funnel to enhance the prospect's emotional awareness.

The program helps the participants to develop specific questions that will move the selling process along faster, easier and in a direction to come to a desirable outcome – a sale, a clear future or a disqualification, rather than a blind think it over that goes nowhere.

Recruiting: Turnover Worksheet; Job Functions Worksheet, Primary Function Identifiers

Hiring Funnel – Coaching – Up Front Contracts

To help establish a discipline for Prospecting, considering the restrictions and changes we are facing in today’s business climate.

Learn an approach to categorize and manage existing clients, prospects and even former clients.

To learn and understand the key points necessary to successfully navigate and execute the qualifying segments of the Sandler Sales Process.

Topics:

Recruiting SEARCH Model, Screening Profile, Screening Process

Understanding Major Weaknesses

To identify a reason, develop a habit and establish a procedure for getting Introductions. The result is a reduction of prospecting pressure and increase in effective use of time.