Getting consistent results - every quarter, every month, every day.
by Rebekah Tucker - CEO, Sandler Training
Your organisation’s growth and profitability depend upon growing sales. Consistent growth requires a consistent, systematic process
that delivers consistent, dependable results. How do you achieve this? With a system that guarantees results - efficiency, effectiveness
Firstly you not only need to build relationships, you need to sustain them. Creating and sustaining a comfortable atmosphere in
which to do business is your responsibility. You need to develop rapport and have a sincere desire to help them solve problems, face
challenges, or achieve goals. You also need to control the selling process by establishing up-front agreements with your prospects about
the progression of the selling process, and who will be responsible for what.
Secondly you need to always be qualifying. Concentrate first on the degree of fit between what you have to offer and the prospect’s
problem, challenge, or goal. Once this is established, determine if the prospect is willing and able to commit the necessary resources to
acquire and use the product or service you will eventually propose. But before you begin working on solutions and presentations,
determine exactly how your offer will be judged and by whom.
Finally, the objective of “closing” is to obtain a “yes” or “no” buying decision OR a decision to move to the next step in a
multi-step decision process. Closing activities only take place with prospects who have “survived” the qualifying stage and have agreed
to make a decision at the conclusion of a presentation. When making your presentation it should focus only on the pains uncovered earlier
in the process - nothing more; nothing less. If you start to push post-sell activities it will “lock up” the sale and facilitate the
transition of the relationship from buyer-seller to partners working toward a common goal of delivery.
In order to achieve consistent results and growth as a salesperson you must: Competently and effectively navigate the
sales arena in the most effective and efficient manner, using tested, proven, and up-to-date strategies and skills.
Transform your attitudes and corresponding beliefs, judgments, and actions, to more fully support the outcomes needed to
achieve corporate, department, and personal goals.
Translate the new attitudes and skills into defined and measurable actions that bring about successful sustainable results.
More information on the Sandler Training Methodology is available at firstname.lastname@example.org,
+61 1300 861 718 or www.sandlertraining.com.au