Sales Training London Pyrrhic Victories Ben Franklin said
Sales Training London Pyrrhic Victories Ben Franklin said
In Sandler we use the tactic of OK/Not OK, a theory from Transactional Analysis. This means protecting the other person's integrity, their self-esteem. Selling shouldn't be a game of one-upmanship. The sellers role is to guide the prospect through his or her pain, to paint the outcome they want and to define the basis for a solution that the salesperson can deliver through their product or service.
Selling is a high integrity profession if done right and shouldn't be a battle of wills.
I've trained across 400 segments of the market from defence to office supplies, from a matchmaking service to high ticket IT and Banking solutions. This lesson holds true in all of them. Technical, non-technical, tangible, intangible, product, service, profession, the problems are all the same. The things that vary are the number of zeros behind their problems and the jargon. Learn this lesson well. You are selling to people, and people buy from people they like but above all trust. By and large, they trust people who have listened to them not those who dictate to them.
You're not in sales to get your emotional needs met, you're in sales to go to the bank. Always remember why you're doing it. Stick to your real agenda, don't lose the deal because you want to score points. Remember King Pyrrhus. He won the battle only to lose the war because his army was so badly depleted. Pick your battles. Learn how to fall back.
Sales Training London Pyrrhic Victories Ben Franklin said - To learn more about this author, visit Marcus Cauchi's Website.
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"If you state an opinion to me in a dogmatic manner, which is in direct opposition to my thought, and you imply there is no room to negotiate, then I must conclude, in order to protect my own self-esteem, that you are wrong and will immediately undertake to prove you are wrong. On the other hand, if you state your opinion as a hypothesis, with evidence of a willingness to discuss and explore, I will most likely undertake to prove you're correct."
In Sandler we use the tactic of OK/Not OK, a theory from Transactional Analysis. This means protecting the other person's integrity, their self-esteem. Selling shouldn't be a game of one-upmanship. The sellers role is to guide the prospect through his or her pain, to paint the outcome they want and to define the basis for a solution that the salesperson can deliver through their product or service.
Selling is a high integrity profession if done right and shouldn't be a battle of wills.
I've trained across 400 segments of the market from defence to office supplies, from a matchmaking service to high ticket IT and Banking solutions. This lesson holds true in all of them. Technical, non-technical, tangible, intangible, product, service, profession, the problems are all the same. The things that vary are the number of zeros behind their problems and the jargon. Learn this lesson well. You are selling to people, and people buy from people they like but above all trust. By and large, they trust people who have listened to them not those who dictate to them.
You're not in sales to get your emotional needs met, you're in sales to go to the bank. Always remember why you're doing it. Stick to your real agenda, don't lose the deal because you want to score points. Remember King Pyrrhus. He won the battle only to lose the war because his army was so badly depleted. Pick your battles. Learn how to fall back.
Sales Training London Pyrrhic Victories Ben Franklin said - To learn more about this author, visit Marcus Cauchi's Website.
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Dr. John OdaJohn Oda Ph.D NLP is a business peak performance expert, an author, and speaker frequently called upon to provide corporate training, workshops and seminars for many companies in the United States. He is an expert in coaching sales and business professionals in overcoming the behaviors and obstacles that may impede their sales results and affect their bottom line. Since 1995, John has created a speaking bureau such topics, which include: time management, sales training, human diversity, leadership programs and etc. He provides companies with a strategic plan to increase their bottom line by over 25 percent yearly. - Visit Dr. John Oda's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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 Marcus Cauchi (Visit Marcus's Website) Marcus Cauchi is London's first licensed Sandler sales trainer. 19 years in direct sales, he's sold physical products, services and intangibles with varied success. Over 16 years he left behind over £56 million in deals he could have won, but did because he didn't know any better. He thought you had to qualify for needs, present the benefits of your solution, trial close, follow up with a proposal or further information and the close. He learned the hard way that when you "pitch" a prospect lies to protect himself. When you present and answer his questions, he'll steal your ideas. When you close, he'll mislead you or defer to a higher authority (boss, wife, CFO) and then when he's got you to document in writing (proposals) and give away your confidential pricing, he'll shop that around your competitors to get the best deal. When you follow up for a decision, he'll give you unlimited access to his voicemail and hide. Marcus teaches counter intuitive selling. Average clients increase revenues by 100-1100% in a year. He's probably not for you though as it's difficult and expensive.
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