The common sales process goes something like this:
- Find someone, anyone, who might be ever so slightly interested in what you do/sell/make/offer/promote.
- Beg for an appointment.
- Show up and throw up everything you know about your product or service, finding clever ways to cram as many features and benefits as you can into the time your prospect grants you.
- Agree to give your prospect everything that can possibly be asked for—if not for free, then damn close.
- Attempt a cunning closing technique or two.
- Smile as sweetly as possible.
- Keep talking fast enough, loudly enough, and engagingly enough to keep your prospect off-balance for long enough.
- Repeat the above with as many live prospects as possible.
- Chase, and chase, and chase—and hope and pray for the very best.
Luckily for us, there’s a better way. Join us for the next 12 minutes as we explore the seven stages of the Sandler Selling System and the questions you can ask to become a more effective sales person.
1. Bonding and Rapport
Bonding and rapport in the Sandler world require getting a few critical things right.
First, you need a strong sense of who you are. You need to understand how people view you, have a grasp on what your worldview is, and know your strengths and weaknesses better than anybody else. This will allow you to understand how your prospects will perceive you throughout the sales process.
Second, you need to have a highly-tuned emotional and situational radar. You need to be able to quickly and accurately read how the prospect is feeling at each stage of the sales process.
Third, you need a good deal of style flexibility. Each prospect is going to be different, and your ability to meet them where they are will be critical to your success. As Garrido says, you have to learn to be a social chameleon.