SANDLER FUNDAMENTALS
What does Sandler emphasize more than pitching?
Understanding the prospects pain
What is the first thing you should uncover in a sales call?
The prospects painnnnnn!
What is an upfront contract?
A mutual agreement on what will happen in a meeting
What is reverse selling?
Reducing pressure by giving control to the prospect
What does the Sandler Submarine represent?
The Sales Process
What type of relationship should you have with a buyer?
Equal business stature
Name one key qualification factor besides "pain"
Budget/ decisions process/ timeline
Name on thing you should define in an upfront contract
Time, Agenda, Outcome, Next Steps
What is a common reverse selling "phrase"
"Maybe this isn't a fit"
What comes before presenting a solution?
Pain & Qualification
What is the opposite of traditional "always be closing"?
No-Pressure / Reverse Selling
If there is no pain, what should you do?
Disqualify / Run Don't Walk Away!
What should happen at the end of every call?
Why does reverse selling work?
It builds trust and lowers resistance
What happens if you skip steps in the submarine?
The deal sinksssssssssss
What you shou establish at the start of every meeting?
An upfront contract
What type of questions uncovers real pain?
Open-ended / Probing questions
What happens if you skip upfront contracts?
Stalled deals/Confusion
What happens when you chase a prospect too hard?
They pull away!
What step involves discussing money?
Budget!
What is the main goal before presenting any solution?
Fully qualify the opportunity
What are the three levels of pain?
Surface, Business & Personal
True/False: An upfront contract locks the customer into buying
FALSE
What mindset does reverse selling require?
Willingness to walk away!
What is the final step of the Sandler process ?
Post sell/ fulfillment