This is the first Sandler Book that we read as a group at our Book Club.
To set up your SandlerOnline account, go here. Sandler and Hubspot have also recently teamed up to do a lesson on Hybrid Selling here.
- Myth: Selling is a numbers game. Just present to enough people and someone will eventually buy. Also that kind of selling is awful for your self-esteem
- Myth: The customer is always right. They are often very wrong. Many people should not be your customer.
- Myth: You have to be enthusiastic or fake enthusiasm about your product
Big 5 Rules of Sales:
- Qualify your prospects
- Extract The Prospect’s Pain (We’ll learn the Pain Funnel for this) - “NO PAIN NO SALE” Pain = bleeding out, gunshot wound, lying on the sidewalk.
- Verify that the prospect has money and is allowed to spend the money within the next month or two
- Be sure the prospect is a decision maker (Most sales require 4 to 7 decision makers)
- Match your service or product to the prospect’s pain
Selling Dance:
Buyer: get as much info as possible while giving as little as possible. They usually have advantage, but it does not have to be that way. They mislead as a method of self-preservation. They lie, but they do it out of self-preservation.
“I’m interested” - usually not true
“I’m not interested” - also, usually not true
Prospects always reserve the right to mislead you, tell you half-truths or throw you off-track.