1.
Why Salespeople Fail?
www.spc.sandler.com

2.
Common Problems
Long sales cycles
Unmet sales forecasts
Bad sales habits
Many price concessions
Lack of common culture or methodology
Salesperson turnover
Other…

3.
Attitude
Behaviors Technique
Root Cause is 1 of only 3 things
(or a combination)

4.
Six Sigma Manufacturing
A strategy to become world-class through process
improvement
An emphasis on better, faster, lower cost
An evaluation of all aspects of a business
A definition of value from the customer’s perspective
A focus on knowledge-based decision making
A commitment to cultural change
A journey, not a destination

5.
Methodology
5

6.
Capability
6

7.
7

8.
8

9.
 Average salesperson makes 2 attempts to reach a prospect.
 80% of sales require 5 follow-up phone calls after meeting.
 Only 25% of leads are legitimate and should advance to sales.
 Companies that excel at lead nurturing have 9% more sales reps
making quota.
 Companies that automate lead management see a 10% or greater
increase in revenue in 6-9 months.
 Businesses that use marketing automation to nurture prospects
experience a 451% increase in qualified leads.
 2007, average of 3.68 cold calls to reach prospect. Today it is 8
attempts.
 15% of every sales reps’ time is leaving voicemails.
 Every year you will lose 14% of customers.
 Top salespeople use LinkedIn at least 6 hours per week.
 82% of buyers viewed at least 5 pieces of content from winning vendor.
 Businesses with websites of 401-1000 pages get 6x more leads than
51-100.
 Alignment of sales and marketing impacts revenue growth up to 3x.

10.
10

11.
11

12.
Why Have a System?
What is a system?
Systematic series of actions
Defines HOW something is done
A course of actions that leads to a resolution
Provides the order of specific actions
If it is effective – Provides consistency
If it is efficient – Achieve with minimal resources

13.
Benefits of an Effective Selling
System
 Control the process
 Saves time
 Stay on track
 Recognize problems early
 Focus on prospect, not what to say next

14.
Positive Results of the
Sandler Selling Process
FOUR POSITIVE RESULTS:
 Get a yes!
 Get a no!
o Learn a lesson
o Save time
 Get a referral
 Get a clear, well-understood future

15.
Present
Overcome
Objections
Close
Evolution of Sales

16.
Identify Needs
Present Close
Overcome
Objections
Evolution of Sales

17.
Shop for Interest rate on Mortgage
Buy a Car
Remodel Your Kitchen
Think About… You as a
Buyer!

18.
Buyer Seller Dance
Seller
Buyer
Contact
Interest
Reserved
Opportunity
Free
Information
Close
No
Commitments Hide
“Problems manifest here”“Problem start here”
“Training”
Chase

19.
Sandler Training System
Establish the Relationship Qualify Close
“Our job is to fill each compartment with water so the client cannot go back”

20.
We Want to Change Your Life
Forever…For the Better