1. 3 Keys to Smashing Your Sales Goals
Chad Stenzel - Sandler Training Hampton Roads

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

4. 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.

5. 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

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

7. Technique
No pain, no sale.

8. 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.

9. 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.

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

11. 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?

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

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

14. Identity / Role Theory
Your Role-Less Self

15. 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

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

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

18. Attitudes
A life without risk is a life without growth.

19. Chad Stenzel
Ftt.Sandler.com