1 Chapter One:
Why Have a System?
uChapter 1:
Why Have a Why Have a System?
System?
uChapter 2: Chapter 1: Summary & Learning Objectives
Bonding &
Building Rapport
Chapter Description:
uChapter 3:
Up-Front Participants will understand the difference between the Prospect’s System
Contracts
and the Sandler Selling System® methodology, and the value of using a
u Chapter 4: professional selling system that allows both the prospect and the
Identifying Pain salesperson to get their needs met.
u Chapter 5:
Questioning
Strategies Chapter Outline:
uChapter 6: Benefits of an Effective, Efficient Selling System
Uncovering
Budget Positive Results of the Sandler Selling Process
The Buyer-Seller Dance
uChapter 7:
Decision Sandler® Philosophy
u Chapter 8: Prospects and Pendulums
Fulfillment
and Post-Sell
uChapter 9:
Chapter Objectives:
BAT-ting At the conclusion of this Chapter, you will be able to:
Average
Describe a selling system.
u Chapter 10:
Prospecting List the benefits of using a selling system.
Behavior
List the four positive results of using the Sandler Selling System.
Describe the four Steps of the Prospect’s System.
List the seven steps of the Sandler Selling System.
Realize when you have arrived at Wimp Junction®.
Know the Sandler Concept that Pendulum Theory explains.
CHAPTER 1 – Why Have a System? 1
© 2006 - 2016 Sandler Systems, Inc. All rights reserved.
1 Chapter One:
Why Have a System?
uChapter 1:
Why Have a
Why Have a System?
System?
uChapter 2: A selling system:
Bonding &
Building Rapport Is the process by which you develop an opportunity from start to finish, whether
that finish is closing the sale or closing the file.
uChapter 3:
Up-Front
Contracts
A process:
u Chapter 4:
Identifying Pain Is a systematic series of actions that is directed at achieving an end.
u Chapter 5: Defines how you get something done.
Questioning
Strategies Is a course of action that leads to a decision about a sale.
uChapter 6: Provides the order of specific actions.
Uncovering
Budget
An effective system:
uChapter 7:
Decision
Enables you to consistently achieve a desired outcome or set of outcomes.
u Chapter 8:
Fulfillment
and Post-Sell An efficient system:
uChapter 9: Allows you to achieve those outcomes without wasting resources—time, energy,
BAT-ting
Average
money, etc.
u Chapter 10:
Prospecting
Behavior
2 CHAPTER 1 – Why Have a System?
© 2006 - 2016 Sandler Systems, Inc. All rights reserved.
Chapter One:
Why Have a System?
uChapter 1:
Why Have a
Benefits of an Effective, Efficient Selling System
System?
Some of the benefits are:
uChapter 2:
Bonding & You can maintain control over the process if you use a selling system that
Building Rapport
defines specific behaviors and actions.
uChapter 3:
Up-Front You can save time if you use a selling system that enables you to qualify or
Contracts
disqualify an opportunity early in the process.
u Chapter 4:
Identifying Pain You can stay on track if a selling system facilitates developing an
understanding with the prospect about exactly what will happen and when.
u Chapter 5:
Questioning You can recognize problems before they become major roadblocks.
Strategies
You can focus your energy on your prospect if you apply a system to a selling
uChapter 6:
Uncovering situation, rather than worry about what is going to happen next.
Budget
You can recognize and duplicate successful behavior and eliminate
uChapter 7:
Decision unsuccessful behavior with a selling system that has specific action steps, such
as what to do and in what order. This will save you and your prospect time.
u Chapter 8:
Fulfillment You can more easily strategize or debrief a sales call with your sales
and Post-Sell
manager or a colleague with a selling system that has action steps that
uChapter 9: are described in a specific and common language.
BAT-ting
Average
A system is replicable. You apply it to each prospect you deal with.
u Chapter 10:
Prospecting You know where you are in the sales process at all times.
Behavior
CHAPTER 1 – Why Have a System? 3
© 2006 - 2016 Sandler Systems, Inc. All rights reserved.
1 Chapter One:
Why Have a System?
uChapter 1:
Why Have a
Positive Results of the Sandler Selling Process
System?
uChapter 2: Four positive results:
Bonding &
Building Rapport 1. Get a yes.
uChapter 3:
Up-Front 2. Get a no.
Contracts
u Chapter 4: Learn a lesson.
Identifying Pain
u Chapter 5: Save time.
Questioning
Strategies
3. Get a referral.
uChapter 6:
Uncovering
Budget
4. Get a clear, well-understood future.
uChapter 7:
Decision
u Chapter 8:
Fulfillment
and Post-Sell
uChapter 9:
BAT-ting
Average
u Chapter 10:
Prospecting
Behavior
4 CHAPTER 1 – Why Have a System?
© 2006 - 2016 Sandler Systems, Inc. All rights reserved.
Chapter One:
Why Have a System?
uChapter 1:
Why Have a
The Buyer-Seller Dance
System?
uChapter 2:
Bonding &
Building Rapport
uChapter 3:
Up-Front
Contracts
u Chapter 4:
Identifying Pain
u Chapter 5:
Questioning
Strategies
uChapter 6:
Uncovering
Budget
uChapter 7:
Decision
u Chapter 8:
Fulfillment
and Post-Sell
uChapter 9:
BAT-ting
Average
Prospect’s System Traditional System
u Chapter 10:
Prospecting
Behavior Strategy #1
Strategy #2
Strategy #3
Strategy #4
CHAPTER 1 – Why Have a System? 5
© 2006 - 2016 Sandler Systems, Inc. All rights reserved.
1 Chapter One:
Why Have a System?
uChapter 1:
Why Have a
The Buyer-Seller Dance
System?
uChapter 2: When the prospect is in control:
Bonding &
Building Rapport
1.
uChapter 3:
Up-Front 2.
Contracts
u Chapter 4: 3.
Identifying Pain
4.
u Chapter 5:
Questioning
Strategies
uChapter 6: The Sandler Selling System is the solution:
Uncovering
Budget 1. Bonding and Rapport
uChapter 7: 2. Up-Front Contract
Decision 3. Pain
u Chapter 8: 4. Budget
Fulfillment
and Post-Sell 5. Decision
6. Fulfillment
uChapter 9:
BAT-ting 7. Post-Sell
Average
u Chapter 10:
Prospecting
Behavior
6 CHAPTER 1 – Why Have a System?
© 2006 - 2016 Sandler Systems, Inc. All rights reserved.
Chapter One:
Why Have a System?
uChapter 1:
Why Have a
Sandler Philosophy
System?
uChapter 2: The philosophy behind the system:
Bonding &
Building Rapport Sandler believes that Professional Selling is a noble profession. Do not let the
prospect treat you with disrespect.
uChapter 3:
Up-Front
Contracts Be sure to understand the prospect’s issue, budget and decision process before
you try to convince them of anything.
u Chapter 4:
Identifying Pain Help the prospect discover the real Pain and that you are the solution.
u Chapter 5:
Questioning
Strategies
Negative Reverse Selling® - the concept:
uChapter 6:
Uncovering
Budget To do this David H. Sandler said, “Don’t look like, act like or sound like the traditional
salesperson that is going to try and convince the prospect to do something that
Chapter 7:
u
Decision
may not be in the prospect’s best interest.” He called this Negative Reverse Selling.
This is the concept of not doing what the traditional salesperson would do, of doing
u Chapter 8: something different than what the prospect expects. A concept that gets the truth
Fulfillment
and Post-Sell on the table so that both parties can get what they each need, the prospect gets
their real issue solved and the professional salesperson gets to go to the bank.
uChapter 9:
BAT-ting
Average
u Chapter 10:
Prospecting
Behavior
Never get between the prospect and where you want
them to go.
CHAPTER 1 – Why Have a System? 7
© 2006 - 2016 Sandler Systems, Inc. All rights reserved.
1 Chapter One:
Why Have a System?
uChapter 1:
Why Have a
Prospects and Pendulums
System?
uChapter 2: David Sandler explained his concept of Negative Reverse Selling by using the
Bonding & Negative Reverse Clock (Pendulum) and Pendulum Theory, which cautions you
Building Rapport
to always stay behind the pendulum.
uChapter 3:
Up-Front
Contracts
u Chapter 4:
Negative Reverse Clock
12
Identifying Pain
u Chapter 5:
Questioning
Strategies
uChapter 6:
Uncovering
Budget
It’s Over 9 3 Sold
uChapter 7:
Decision
Chapter 8:
Hostile Enthusiastic
u
Fulfillment
and Post-Sell
uChapter 9:
BAT-ting Disinterested 6 Interested
Average
Neutral
u Chapter 10:
Prospecting
Behavior
8 CHAPTER 1 – Why Have a System?
© 2006 - 2016 Sandler Systems, Inc. All rights reserved.
Chapter One:
Why Have a System?
uChapter 1:
Why Have a
Prospects and Pendulums
System?
uChapter 2:
Bonding & Sometimes the prospects buy in spite of the
Building Rapport
salesperson’s reasons.
uChapter 3:
Up-Front
Contracts
u Chapter 4:
Identifying Pain
u Chapter 5: Never ask for the sale—make the prospect give it up.
Questioning
Strategies
uChapter 6:
Uncovering
Budget
Chapter 7:
u
Decision
You can’t sell anybody anything . . . until they discover
they want it.
u Chapter 8:
Fulfillment
and Post-Sell
uChapter 9:
BAT-ting
Average
Never get between the prospect and where you want
u Chapter 10: them to go.
Prospecting
Behavior
CHAPTER 1 – Why Have a System? 9
© 2006 - 2016 Sandler Systems, Inc. All rights reserved.
1 Chapter One:
Why Have a System?
uChapter 1:
Why Have a
Lessons Learned & Knowledge Testing
System?
uChapter 2: Chapter Summary:
Bonding &
Building Rapport
Key takeaways from this Chapter:
uChapter 3:
When you start the selling process with a new prospect, you have a choice to make:
Up-Front Who will lead the dance? You can become part of the prospect’s plan, which may
Contracts
feel comfortable. Why? Because you get a chance to “strut your stuff.” You can
u Chapter 4: display your knowledge and expertise early in the process. If nothing else, it’s great
Identifying Pain
for your ego. You may feel some pressure from the prospect from time to time.
u Chapter 5: You may even experience some frustration. But, at least you knew it was coming.
Questioning
Strategies You can follow the prospect’s plan and feed your ego. Or, you can follow your own
uChapter 6:
plan and feed your family—but you can’t do both.
Uncovering
Budget THE CHOICE IS YOURS.
Chapter 7:
u
Decision Observations & Revelations:
During this Chapter, I learned:
u Chapter 8:
Fulfillment
and Post-Sell
uChapter 9:
BAT-ting
Average
u Chapter 10: As a result of what I learned, I will:
Prospecting
Behavior
Join the conversation about this lesson by tweeting @SandlerTraining
with #HowToSucceed or posting in the official LinkedIn Group at:
www.sandler.com/linkedin-group
10 CHAPTER 1 – Why Have a System?
© 2006 - 2016 Sandler Systems, Inc. All rights reserved.
Chapter One:
Why Have a System?
uChapter 1:
Why Have a
Knowledge Testing
System?
uChapter 2:
What is a “Selling System?”
Bonding &
Building Rapport
uChapter 3:
Up-Front
Contracts
u Chapter 4:
Identifying Pain
List three or four benefits of using a selling system:
u Chapter 5:
Questioning 1.
Strategies
uChapter 6: 2.
Uncovering
Budget
3.
uChapter 7:
Decision 4.
u Chapter 8:
Fulfillment
and Post-Sell
List the four positive results of using the Sandler Selling System:
uChapter 9:
BAT-ting 1.
Average
u Chapter 10: 2.
Prospecting
Behavior
3.
4.
CHAPTER 1 – Why Have a System? 11
© 2006 - 2016 Sandler Systems, Inc. All rights reserved.
1 Chapter One:
Why Have a System?
uChapter 1:
Why Have a
Knowledge Testing
System?
uChapter 2: List the four steps of the Prospect’s System:
Bonding &
Building Rapport 1.
uChapter 3:
Up-Front 2.
Contracts
3.
u Chapter 4:
Identifying Pain
4.
u Chapter 5:
Questioning
Strategies
uChapter 6:
Uncovering
Budget
uChapter 7:
Decision
List the seven steps of the Sandler Selling System:
u Chapter 8:
Fulfillment 1.
and Post-Sell
2.
uChapter 9:
BAT-ting
Average 3.
u Chapter 10:
Prospecting 4.
Behavior
5.
6.
7.
12 CHAPTER 1 – Why Have a System?
© 2006 - 2016 Sandler Systems, Inc. All rights reserved.
