SANDLER SALES APPROACH

30 SECOND COMMERCIAL TO GET APPOINTMENT

Im Vickie Mavis from Core People Resources, am I catching you at a bad time?

If you have two minutes I can tell you want we do and you can decide it if makes sense
for use to speak further.

Our company is in the business to provide a web-enabled system that works behind the
scenes to create an efficient and cost effective way of managing your human resources:
Some of the reasons people do business with us are:
Theyre sick and tired of spending countless hours and large sums of money
researching difficult situations;
Theyre looking for ways to improve the quality of talent that they hire and retain
which can increase profitability and productivity; or
Theyre challenged to streamline paper administration that is associated with
employees without adding staff.

But you probably dont have those problems

OTHER POSSIBLE REVERSES:

You probably want to tell me that you are not interested now.
We probably dont have anything to talk about now, do we?
I should probably get off the phone now.

(Respond to any objections and book the appointment. Do not accept, yea, but call
back. Book appointment and call back week ahead of time to confirm.

FACE TO FACE APPOINTMENTS

UPFRONT CONTRACT

Thank: Thank you for inviting me in.

Time: Just so Im clear and can keep on track, how long do we have?
Interuptions: I know that a lot of people always want to get ahold of you, can I ask
that we not be interrupted?
Agenda: What are you hoping that we can accomplish today?
(if they dont have an agenda, go back to 30 second commercial or
get other pains that you can work with.)
Identify 3 pains.
Remember the first problem they bring up is never the real
problem.

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SANDLER SALES APPROACH

Purpose: My purpose of being here is to see if CPR can help you resolve some
of your people issues.
Biggest Fear:
My biggest fear is that when we get in front of HR people that they think
using our service is going to make them look bad in front of their boss.
If that happens what are we going to do?
My biggest fear is that at the end of this you want a demo of the
service, rather than make a yes/no decision to proceed with us. If that
happens, how are we going to handle it?
Next Step: If you like what you see today, who else besides yourself of course
needs to be involved with the purchase of the system or using the
system.
PAIN

So that I can understand how CPR might be able to help, the issues that you
mentioned, ________, _________, and __________, can you tell me a little more
about each?

Going down the Pain Funnel

Can you be more specific?
Give me an example.
How long has that been a problem>
How have you tried to fix it?
Has that worked?
What would you like me to do?
How much is that costing you?
Are you sure, that seems like a high number?
How does that effect your department (company, team)
How does that affect you personally?
If we were to put a dollar price on what thats worth
Would you spend $xxx per month to fix it?
Then you were hoping Id say?
If your proposal says we can fix it for XXXX, whats our next step?
I cant tell you, thats what you pay me for.

(BEFORE ENTERING BUDGET STEPMAKE SURE THE FOLLOWING HAS BEEN

ACCOMPLISHED)

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SANDLER SALES APPROACH

Have prospect identify their pain.

Have an idea of what their pain is costing them.
Know how they are affective by their pain.

BUDGET

Can you share with me in round numbers, how much you have available for this
project/to fix this problem?
Whats the budget you have set aside to fix this?
Can you allocate more, if its needed?
In addition to price, what other factors will be taken into consideration?
Is price the only reason, youll do business with us?
How much is too much?
If you had to put down a number that it would cost to fix this, what would it be?
Are these problems enough for you to invest $$?
If we can agree, can we start today? (trial close)

Possible responses
No I dont have a budget Thats not unusual, however can you share with me
how you plan to move forward?
Yes, I have a budget Fine, would you mind sharing with me in round numbers
what that is?
Yes, I have a budget but I cant tell you what it is That makes sense. Rather
than telling me what the number is, off the record, do you feel the solution will
require somewhere between $$ and $$. (bracket lowest to highest price).

Creating a sense of urgency:

Do these problems really need to be resolved?
Has anyone ever sat down and discussed a budget for solving them?
How would you go about establishing a budget?
Whats your companys procedure for establishing a budget?
If your company were to invest in the neighborhood of $$$, how would they go
about doing that?

Reverses to Budget
Getting the answers to your questions isnt a priority right now?
Youve probably decided against our services
If we could produce XXX within your timeframe, you probably wouldnt be
interested.
You dont need me for this.
If you look at this as an expense, its always going to be too much.

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SANDLER SALES APPROACH

DECISION MAKING

What decision-making process does your company go through when deciding on

these type of programs?
When do you see yourself making a decision?
Who else needs to be part of this decision-making?
Why is it important to have this resolved?
How are you going to make the decision?
Where ..
Whats important to them in a system that is purchased?

FULFILLMENT

General rules to follow

Your prospect gets to see everything related to solving their pain.
You dont have to finish
Its OK to abort
Let the prospect touch/operate the product.
Dont sell, let prospects close themselves/

Fulfillment Steps
Review Pain
Review Budget
Review decision
0-10 scale On a scale of 1-10, how comfortable are you with going forward?
What would have to happen for you to get to a 10?
What would you like me to do now?

POST-SELL
Review $$ Contract
Compromise on earlier point of concern in product.
Thank you for letting use solve your problem
Competition The competition would come in and say they could do it for XX,
but
Rehearse How youre going to explain the benefits/investment to others.
Get Check/commitment for check.
Get Referrals (90 days after).

2007 CPRTM 4