3 Keys to Smashing Your Sales Goals Chad Stenzel - Sandler Training Hampton Roads

Improving your BAT-ing Average The Success Triangle Attitude Success Behavior Technique

Behavior If you don’t have a selling system of your own when you are face-to-face with a prospect, you will unknowingly default to the prospect’s system.

When Strategies Collide Appear Interested Act Motivated Obtain Information Avoid Commitment Disappear Fact Finding Analysis Job Spec Demo Presentation Proposal Commitment Close Contract Handle Stalls & Objections Follow Up Track Down Chase

Behavior If the competition is doing it, stop it right away. Do something else!

Technique No pain, no sale.

Become Your Prospect’s Doctor What happens when you see a Dr.? Who does most of the talking? The problem the prospect brings you, is often not the whole problem.

and your product or service can bridge the gap. Pain Pain exists when there is a gap… between where your prospect is… and where your prospect wants to be… and your product or service can bridge the gap. © 2006 Sandler Systems, Inc.

Behavior A prospect who is listening is no prospect at all.

The Pain Question Funnel Tell me more about that… Can you be more specific? Give me an example How long has that been a problem? What have you tried to do about it? Did that work? Have you given up trying to deal with it? What happens in 6 months if you do nothing?

Attitudes Prospects buy for their reasons, not the salesperson’s reasons.

Attitudes There is a difference between who you “I” and what you “R”.

Identity / Role Theory Your Role-Less Self

What you “R” is Not Who You “I” Identity / Role Theory What you “R” is Not Who You “I” Identity Role 10 9 8 7 6 5 4 3 2 1 WINNER AT-LEASTER NON-WINNER

Attitudes You can perform in your roles only in a manner that is consistent with how you see yourself conceptually.

Behavior It’s not how you feel that determines how you act; it’s how you act that determines how you feel.

Attitudes A life without risk is a life without growth.

Chad Stenzel Ftt.Sandler.com Chad.stenzel@sandler.com 757-227-9996