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- Nov 11, 2019
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Right now I'm in the process of finding the right sales method approach for my own career (inb4 "you learn sales by doing. not reading"). And as I started reading the pros and cons of every method, finding the one that would be most appropriate for the career I'm interested in, I was fascinated by this overview of the Sandlers Sales Method (SSM). and with how well it aligns with regards to gaming bitches.
The overview:
The Sandler Selling System flips the script of the traditional sales process to a certain extent. While sales has historically revolved around the idea that potential buyers should be pursued and convinced by sellers, the Sandler methodology states that both parties should be equally invested.
The Sandler Sales Methodology treats the salesperson and prospect as equally committed to the sales process -- it prioritizes building a mutual trust between the two. Rather than acting as a typical salesperson, the rep acts as an advisor and asks questions to identify challenges in the qualification process.
Objections such as time or budget restraints often derail deals after a considerable amount of work has already been invested by both prospect and salesperson. But Sandler-trained reps strive to raise and assess the majority of obstacles in the qualification process.
If the rep discovers that his offering won’t truly address the potential client's concerns, he won’t waste time convincing them that it actually does -- he’ll simply abandon the process. Rather than the seller convincing the buyer to buy, with the Sandler Selling System, the buyer is almost convincing the seller to sell.
This methodology can be a huge time-saver for sales reps because it eliminates bad deals earlier rather than later in the cycle. You don’t spend as much time on prospects that wouldn’t have closed no matter what you said or did so you can move on to better opportunities faster.
There may be a couple nuggets you can take away from SSM that'll improve/tweak your game that you won't find in your standard PUA book. Or if your like me and are looking to read something to improve your sales skills, this might be a good book(s) to get you started.
The overview:
The Sandler Selling System flips the script of the traditional sales process to a certain extent. While sales has historically revolved around the idea that potential buyers should be pursued and convinced by sellers, the Sandler methodology states that both parties should be equally invested.
The Sandler Sales Methodology treats the salesperson and prospect as equally committed to the sales process -- it prioritizes building a mutual trust between the two. Rather than acting as a typical salesperson, the rep acts as an advisor and asks questions to identify challenges in the qualification process.
Objections such as time or budget restraints often derail deals after a considerable amount of work has already been invested by both prospect and salesperson. But Sandler-trained reps strive to raise and assess the majority of obstacles in the qualification process.
If the rep discovers that his offering won’t truly address the potential client's concerns, he won’t waste time convincing them that it actually does -- he’ll simply abandon the process. Rather than the seller convincing the buyer to buy, with the Sandler Selling System, the buyer is almost convincing the seller to sell.
This methodology can be a huge time-saver for sales reps because it eliminates bad deals earlier rather than later in the cycle. You don’t spend as much time on prospects that wouldn’t have closed no matter what you said or did so you can move on to better opportunities faster.
There may be a couple nuggets you can take away from SSM that'll improve/tweak your game that you won't find in your standard PUA book. Or if your like me and are looking to read something to improve your sales skills, this might be a good book(s) to get you started.
Amazon.com: You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling (2nd Edition) (Audible Audio Edition): David Mattson - foreword, Sean Pratt, David H. Sandler, Sandler Training: Books
Amazon.com: You Can't Teach a Kid to Ride a Bike at a Seminar: Sandler Training's 7-Step System for Successful Selling (2nd Edition) (Audible Audio Edition): David Mattson - foreword, Sean Pratt, David H. Sandler, Sandler Training: Books
www.amazon.com
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