Sandler Training Blog
Do you want to take your business development to the next level but you are not exactly sure how to get there?
If you are like many sales professionals, it's not that you don't want to be in front of more prospective clients and close more opportunities more quickly…it’s just that your aren’t.
You know you should be searching out new opportunities, making the calls, asking for referrals, but something always comes up and gets in the way. Or perhaps you’re investing your time and energy in business development but you’re just not achieving the results you’re after. And, your goal of taking your sales accomplishments to new heights never materializes.
Are you looking for new ideas, a new approach, and a more effective process to get you on track and keep you there?
Do you need a structure of support that can help you face challenges head on and remove roadblocks to growing your business
GOING TO THE NEXT LEVEL
If you are truly committed to taking your business to the next level, we can help you get there. But you need more than a few sales or marketing gimmicks—power closes, one-liners, or glitzy feature/benefit-laden brochures. You need a system and structure to get focused and proactive with the mindset, behavior, and strategies to get your business development into high gear.
Sandler Training’s Selling Strategies for Sales Professionals will help you create and implement a business development approach that enables you to accelerate the growth of your business.
By participating in this program, you will:
Understand the rules of the business development game and learn how to level the playing field and eliminate the stress for you and potential clients usually associated with the process.
Break through any resistance or fears about selling. You will actually start to see sales as a creative business activity that you can do successfully.
Establish a business development process for your business that allows you to maintain control without being pushy or overbearing.
Know how to quickly qualify an opportunity using specific criteria to determine if you can provide a best-fit solution based on a prospective client’s needs, resources, and expectations.
Learn how to structure and deliver presentations that exactly meet the prospect’s expectations and end with a buying decision.
Develop a comprehensive referral plan, a step-by-step process that you will follow to grow your business with the
enthusiastic help of your existing clients.
Selling Strategies for Sales Professionals builds on the Sandler Training® seven step business development model. It provides the solid, proven business development process for identifying, qualifying, and developing business opportunities in a straight-forward, professional, and no-pressure manner. You will not only learn what to do, but how to apply it and fine-tune it to get long-term results in your business environment.
What will you learn?
1. The Business Development Process
You will examine the psychology of selling and buying to better understand the often conflicting goals of each and how that conflict can make you feel uneasy or unsure. And, you will discover how the Sandler® business development model levels the playing field and allows you and prospective clients to interact with equal business stature.
2. The Business Development Model
You will examine a step-by-step process for qualifying and developing business opportunities around specific criteria that ensures that you invest your time and energy in those opportunities that have the greatest chance of success.
3. Making the First Five Minutes Count
Being able to build rapport is an essential requirement for establishing an environment of trust and mutual respect. You will learn how to “read” your prospect and communicate in the most effective manner. You will also learn how to establish a mutual agenda for your prospect and client interactions that will add control and predictability to those interactions.
4. Using Questioning Strategies Effectively
The objective of a sales meeting is to uncover information. You’ll learn specific strategies to keep the prospect talking—telling you exactly what you need to know not only to determine if you can deliver a best-fit solution for the prospect’s challenge, but also how to deliver your presentation in a manner most compelling to the prospect.
5. Establishing Reasons to do Business
You will learn how to define the prospect’s pains—needs, wants, challenges, goals, or problems—for which your service is a best-fit solution. You will learn the three components of pain and how to use specific questioning techniques to uncover those elements. Additionally, you will learn how to qualify or disqualify the opportunity based on whether you product or service helps the prospect alleviate the pains.
6. Qualifying Beyond Pain
Once the goodness of fit between your service and the prospect’s challenges has been established, any stalls and objections that surface during and after presentations will most likely revolve around two areas—financial considerations and making the buying decision. You will learn how to thoroughly deal with these topics and remove any potential roadblocks before you begin working on presentations and proposals.
7. Designing and Delivering Effective Proposals and Presentations
If the prospect is qualified, it’s time for a presentation. You will learn how to structure your proposals and presentations to obtain the prospect’s buying decision rather than a mere promise to “think it over.” You will learn how to make the prospect part of the process and allow him to “close” himself. You will also learn how to avoid buyer’s remorse and back-outs. And finally, you will learn how to set the stage for referrals and future business.
Is this program for you?
As you can see, this is a powerful, comprehensive program. You should only consider participating if you are ready to break out of your comfort zone and take your business development to a whole new level. If you are a sales professional or the owner or partner of a professional services firm and…
1. You want to make a real contribution to your clients’ successes. For you, business isn't just about making money; it's about making a difference for your clients and you are committed to doing everything possible to help them succeed. 2. You are committed to being the very best. You are committed to being a real winner—the very best in your profession. You are in it for the long haul and committed to growing in your profession. 3. You are action-oriented and open to change. Growth requires change and change is sometimes uncomfortable. We'll ask you to step outside your comfort zone to produce unexpected results. 4. You're willing to take a chance. Even if you're following proven business development strategies, not everything you try will work on the first attempt. As a matter of fact, it probably won’t. The only real tool you have is trial and error. You need to be able to tolerate uncertainty and short-term “failure” in return for long-term success.
Growing a business is a game that can be played with a great deal of energy and, if you don’t take yourself too seriously, can be fun. If you’re willing to get out on the field and make things happen, rather than sit on the sidelines waiting for things to happen, this program is for you.
Interested? Call us now on 0845 257 5227 for an informal chat.
Moving into a sales role was a complete change in career direction for me. Iain and Sandler Training have helped me mould the role I was not delivering on. The unconditional support on offer was unique in that day or night Iain was always available for advice either via telephone or email.
The success of the training relies heavily on delegate involvement, Iain is a wonderful facilitator, using individuals examples to demonstrate how sales works and more importantly why. The course material is of a very high quality, and caters for all learning styles, with summary information, detailed chapters and exercises alike.
I thank Iain greatly for his commitment and patience during the learning curve we undertook together in changing me from a "buyer" to a "seller".
Emma Rogers - Business Development Manager, The Learning & Development Centre