The Buyer-Seller Dance
Presented by Jeff Schneider
What do we do at Sandler?
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Sales Training (ongoing and events)
Sales Management Training & Consulting
Hiring Assessments
Customer Service Training
Bootcamps & Seminars
I am an Accidental Seller
The Buyer-Seller Dance: who is
leading the dance?
The Traditional Selling System
1. The Seller Qualifies the Opportunity
2. The Seller Presents
Traditional Sellers Talk Too Much
Traditional Sellers
1. The Seller Qualifies the Opportunity
2. The Seller Presents
3. The Seller Closes
Traditonal Closing Techniques
Traditonal Sellers
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2.
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The Seller Qualifies the Opportunity
The Seller Presents
The Seller Closes
The Seller Chases
Traditional Sellers are too pushy
Traditional Buyers:
1. Mislead the seller
The Buyer-Seller Dance is a lot like
a game of Poker
Traditional Buyers
1. Mislead the seller
2. Gather Information
Traditional Buyers
1. Mislead the seller
2. Gather Information
3. Commit: To Nothing!
Mutual Mystification
Traditional Buyers
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2.
3.
4.
Mislead the seller
Gather Information
Commit to nothing!
Hide
The Sandler Selling System
The Sandler Selling System
1. Bonding and Rapport
Sandler Selling System
1. Bonding & Rapport
2. Upfront Contracts
Sandler Selling System
1. Bonding & Rapport
2. Upfront Contracts
3. Pain
Pain is a Gap
Sandler Selling System
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4.
Bonding & Rapport
Upfront Contract
Pain
Budget
Sandler Selling System
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2.
3.
4.
5.
Bonding & Rapport
Upfront Contracts
Pain
Budget
Decision Mkg. Process
Sandler Selling System
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2.
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7.
Bonding & Rapport
Upfront Contracts
Pain
Budget
Decision Making Process
Fulfillment (Present and Close)
Post Sell
Ways to Learn More
• Visit a class (write “visit” on your biz card)
• Check out seminar schedule on website:
www.schneider.sandler.com
• Newsletter: [email protected]
• Send me a LinkedIn invite
• Follow me @schneidertrain on Twitter
Questions?