SANDLER SALES APPROACH

30 second commercial to get appointment

I’m Vickie Mavis from Core People Resources, am I catching you at a bad time?

If you have two minutes I can tell you want we do and you can decide it if makes sense for use to speak further.

Our company is in the business to provide a web-enabled system that works behind the scenes to create an efficient and cost effective way of managing your human resources: Some of the reasons people do business with us are:

  • They’re sick and tired of spending countless hours and large sums of money researching difficult situations;
  • They’re looking for ways to improve the quality of talent that they hire and retain which can increase profitability and productivity; or
  • They’re challenged to streamline paper administration that is associated with employees without adding staff.

But you probably don’t have those problems…

OTHER POSSIBLE REVERSES:

You probably want to tell me that you are not interested now.

We probably don’t have anything to talk about now, do we?

I should probably get off the phone now.

(Respond to any objections and book the appointment. Do not accept, “yea, but call back”. Book appointment and call back week ahead of time to confirm.

FACE TO FACE APPOINTMENTS

UPFRONT CONTRACT

Thank:Thank you for inviting me in.

Time:Just so I’m clear and can keep on track, how long do we have?

Interuptions:I know that a lot of people always want to get ahold of you, can I ask that we not be interrupted?

Agenda:What are you hoping that we can accomplish today?

  • (if they don’t have an agenda, go back to 30 second commercial or get other pains that you can work with.)
  • Identify 3 pains.
  • Remember the first problem they bring up is never the real problem.

Purpose:My purpose of being here is to see if CPR can help you resolve some of your people issues.

Biggest Fear:

  • My biggest fear is that when we get in front of HR people that they think using our service is going to make them look bad in front of their boss. If that happens what are we going to do?
  • My biggest fear is that at the end of this you want a demo of the service, rather than make a yes/no decision to proceed with us. If that happens, how are we going to handle it?

Next Step:If you like what you see today, who else besides yourself of course needs to be involved with the purchase of the system or using the system.

PAIN

So that I can understand how CPR might be able to help, the issues that you mentioned, ______, ______, and ______, can you tell me a little more about each?

Going down the Pain Funnel

  • Can you be more specific?
  • Give me an example.
  • How long has that been a problem>
  • How have you tried to fix it?
  • Has that worked?
  • What would you like me to do?
  • How much is that costing you?
  • Are you sure, that seems like a high number?
  • How does that effect your department (company, team)
  • How does that affect you personally?
  • If we were to put a dollar price on what that’s worth
  • Would you spend $xxx per month to fix it?
  • Then you were hoping I’d say?
  • If your proposal says we can fix it for XXXX, what’s our next step?
  • I can’t tell you, that’s what you pay me for.

(BEFORE ENTERING BUDGET STEP—MAKE SURE THE FOLLOWING HAS BEEN ACCOMPLISHED)

  • Have prospect identify their pain.
  • Have an idea of what their pain is costing them.
  • Know how they are affective by their pain.

BUDGET

  • Can you share with me in round numbers, how much you have available for this project/to fix this problem?
  • What’s the budget you have set aside to fix this?
  • Can you allocate more, if it’s needed?
  • In addition to price, what other factors will be taken into consideration?
  • Is price the only reason, you’ll do business with us?
  • How much is too much?
  • If you had to put down a number that it would cost to fix this, what would it be?
  • Are these problems enough for you to invest $$?
  • If we can agree, can we start today? (trial close)

Possible responses

  • No I don’t have a budget – That’s not unusual, however can you share with me how you plan to move forward?
  • Yes, I have a budget – Fine, would you mind sharing with me in round numbers what that is?
  • Yes, I have a budget but I can’t tell you what it is – That makes sense. Rather than telling me what the number is, off the record, do you feel the solution will require somewhere between $$ and $$. (bracket lowest to highest price).

Creating a sense of urgency:

  • Do these problems really need to be resolved?
  • Has anyone ever sat down and discussed a budget for solving them?
  • How would you go about establishing a budget?
  • What’s your company’s procedure for establishing a budget?
  • If your company were to invest in the neighborhood of $$$, how would they go about doing that?

Reverses to Budget

  • Getting the answers to your questions isn’t a priority right now?
  • You’ve probably decided against our services
  • If we could produce XXX within your timeframe, you probably wouldn’t be interested.
  • You don’t need me for this.
  • If you look at this as an expense, it’s always going to be too much.

Decision Making

  • What decision-making process does your company go through when deciding on these type of programs?
  • When do you see yourself making a decision?
  • Who else needs to be part of this decision-making?
  • Why is it important to have this resolved?
  • How are you going to make the decision?
  • Where ..
  • What’s important to them in a system that is purchased?

FULFILLMENT

General rules to follow

  • Your prospect gets to see everything related to solving their pain.
  • You don’t have to finish
  • It’s OK to abort
  • Let the prospect touch/operate the product.
  • Don’t sell, let prospects close themselves/

Fulfillment Steps

  • Review Pain
  • Review Budget
  • Review decision
  • 0-10 scale – On a scale of 1-10, how comfortable are you with going forward?
  • What would have to happen for you to get to a 10?
  • What would you like me to do now?

POST-SELL

  • Review $$ Contract
  • Compromise on earlier point of concern in product.
  • Thank you for letting use solve your problem
  • Competition – The competition would come in and say they could do it for XX, but…
  • Rehearse – How you’re going to explain the benefits/investment to others.
  • Get Check/commitment for check.
  • Get Referrals (90 days after).

©2007 CPRTM1