Book Review: You Can’t Teach a Kid to Ride a Bike at a Seminar
Are you having trouble getting people to buy what you are selling? Read this book. Let’s say you already know that to be successful marketing your business you need to identify your audience’s problems and show why you have the best solutions. Isn’t that good enough?
David Sandler (who created the Sandler Sales Institute) offers great insights for improving your sales presentations. His book begins with his five rules of sales success:
1. Qualify your prospects
2. Extract your prospect’s “pain”
3. Verify that the prospect has money
4. Be sure the prospect is a decision maker
5. Match your service or product to the prospect’s “pain”
Rules #1, #2, and #5 are identical to the rules of effective marketing: identifying your market and their challenges (rule #5 might involve a creative packaging of your products or services for the prospect’s needs). Rule #3, while obvious, shouldn’t be skipped. Rule #4 ensures that you’re not wasting your time talking to the wrong people in an organization.
The book continues with a description of the “Sandler Submarine”, a series of selling steps:
1. Bonding & Rapport. Make the prospect fell more okay than you feel.
2. Up-front Contracts. Create an agreement to see if you have anything to discuss.
3. Pain. Find a prospect’s “hurt” and probe how much pain they are in. Show how your business can eliminate the pain.
4. Budget. Identify their budget, or offer a lower end “entry” solution.
5. Decision. What is your prospect’s decision-making process? When will they be moving forward? How do you get paid? Who will be involved the the decision-making process?
6. Fulfillment. Review your prospect’s contract, pain, budget, and decisions. Ensure that your solution solves the prospect’s pain.
7. Post-Sell. To avoid buyer’s remorse, thank them for the order, bring up a agreed upon compromise, and give them a chance to back out now.
Additionally, he introduces a number of techniques to control the selling conversation, including:
* Reversing (”That’s an interesting question. Why do you ask?”)
* Controlling the Interview (”Can we just back up for a moment?”)
* Stroke-Repeat-Reverse (”I appreciate the fact you’re telling me I’m close, but let me ask you a question”)
* Negative Reverse (”Could you tell me more specifically just how you see my product solving your problem?”)
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Thanks to Bob Annick (707. 343.1722 Business Growth & Development Corporation) for recommending this month’s book.
Book Review You Cant Teach a Kid to Ride a Bike at a Seminar - To learn more about this author, visit Jay Hamilton-Roth's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson'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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