The Sandler Selling System
Sell More, Sell More Easily
Stop playing the games buyers play.
In the traditional sales model, buyers hate interacting with pushy, high-pressure salespeople, and salespeople hate buyers that lie, waste their time, 并要求折扣或购买他们的竞争对手.
The Traditional Selling System
传统的销售方式可以追溯到100多年前. It is commonly credited to a man named St. 艾尔莫·刘易斯，讽刺的是，他因为违反反垄断法而入狱. 在你的生活中，你已经见过成千上万次传统的销售方法:在社交活动中, retail stores, multi-level marketing pitch sessions, and from door-to-door salespeople.
The Buyer's Strategy
Most people are not even aware of it, 但他们采用了一种自卫策略来对付典型的销售人员. 当你很小的时候，你看到父母是如何避开销售人员的, 当你感觉到任何一种“销售”向你袭来时，它就会成为你潜意识中根深蒂固的默认反应. 365app中的许多人甚至想出了一些技巧来从销售人员那里得到365app需要的东西，然后不用承诺任何事情就摆脱他们.
Who wins in this traditional buyer-seller dance?
No one wins. Many people think salespeople are manipulative, 但公平地说，潜在客户可能和销售人员一样善于操纵别人. The salesperson gives up their unpaid consulting, 业余买家只能在不完全知情的情况下做出决定. 这些互补的系统破坏了信任，在太长的时间里让365app付出了太多的代价.
Doing the wrong thing more enthusiastically.
仅仅因为你所在行业的其他人都在用这种方式销售，并不意味着你也必须这么做. 每个人都知道，在他们的行业里，那些工作时间只有其他人一半，但收入却是其他人两倍的老手. Those kinds of results are possible for you, too. 你可以在销售过程中享受乐趣，在周五早点下班，同时还可以发展你的业务. 你只需要改变你的销售方式.
Prevent the games from ever being played.
而其他的销售培训会教你如何更好地玩销售游戏, 365app销售系统有三个关键的步骤来阻止玩家玩游戏:
Building and sustaining the relationship.
你将学习如何在买方/卖方的舞蹈中发挥带头作用, set clear expectations, 并为最终的决定制定指导方针, all while establishing an open, honest relationship.
Qualifying the opportunity.
You will learn how you, the salesperson, 将决定是否有一个很好的适合前景的需求, budget, and decision-making process and timeline.
Closing the Sale
Should the prospect qualify for your solution, 然后你将学习如何做一个无压力的演讲, confirm the agreement, and set expectations for delivery and referrals.
Larry Goltry
听一听就业365app公司的Larry Goltry是如何描述他在Sandler training的销售培训经历的. 拉里说:“365app真的帮助我享受销售过程. It's proven, it's effective, and it works."
When our founder, David Sandler, was developing his selling system, 他选择了一艘潜艇的图像来表达他的愿景. 他的灵感来自于看有关二战的电影, 当潜艇受到攻击以避免洪水泛滥时，船员们在每个舱室里移动, 在他们身后关上前一节车厢的门. 365app销售系统要求同样的程序，以避免销售电话的“灾难”. Your goal is to move through each compartment, or step of the selling system, to arrive safely at a successful sale.
David Sandler chose a submarine because:
- Submarines (professional salespeople) 悄无声息地往深处跑——他们潜行，一切都发生在表面之下.
- Other battleships (traditional salespeople) 让他们知道他们的存在——他们宣传自己的意图, they are noisy, and everyone sees what is happening.
作为一名销售人员，你就像潜艇上的水手，因为:
- 你必须制定一个具体的计划，始终如一，没有偏差.
- 在移动到下一个区域之前，您必须确保每个区域的销售. You cannot go back and risk sinking the sale.
- 你必须根据客观的标准来做决定，而不是感情用事.
- 在必须做的时候做必须做的事，需要纪律、活力和勇气.
The Seven Compartments
365app潜艇的七个舱室代表着365app销售系统的发展机遇.
Establishing Bonding & Rapport
发展平等的商业地位，鼓励开诚布公的交流.
Setting an Up-Front Contract
建立角色和基本规则，以创建一个舒适的环境来开展业务.
Identify the Prospect’s Pain
发现问题及其潜在影响，以确定开展业务的原因.
Uncover the Prospect’s Budget
了解潜在客户是否愿意投入时间, money, and resources needed to fix the problem.
Identify the Decision-Making Process
讨论谁，何时，什么，在哪里，为什么，以及前景期望的购买过程的方式.
Present Your Fulfillment of the Agreement
Propose your solution to the problem, within the budget, and consistent with the decision-making process.
Confirm the Post-Sell Process
Establish next steps, discuss future business, 并防止因竞争而造成的销售损失或买方的自责.
365app销售系统的细节和细微差别, outlined in the submarine, 已经为全球超过100万的销售人员提供了一种能力，以促进有效和高效的过程来收集所需的信息，以结束销售或结束文件.