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Sandler销售方法学。概述

Sandler销售方法已经存在了几十年,其核心原则和痛苦漏斗的方法在今天仍然和20世纪60年代大卫Sandler第一次创造它时一样有效。

什么是Sandler销售方法?

The Sandler Sales methodology is focused on a customer-centric, relationship-based, selling approach — ideal for complex deals with long sales cycles.

Sandler将他所认为的可重复销售成功的核心原则编入了他的49条Sandler规则。这些规则为销售的各个阶段提供了指导,这本书的标题为 Sandler规则。49条永恒的销售原则以及如何应用这些原则,是推荐给任何想深入了解这个过程的人阅读的。

我们也将49条Sandler规则纳入本文,并附上Sandler网站上各个博文的链接,我们不会试图去匹配来源的智慧。

  • Rule 1 – You have to learn how to fail to win -> 收听播客.
  • Rule 2 – Don’t Spill Your Candy in the Lobby -> 收听播客.
  • Rule 3 – No mutual-mystification -> 收听播客.
  • Rule 4 – A decision to not make a decision is a decision -> 收听播客.
  • Rule 5 – Never answer an unasked question -> 收听播客.
  • Rule 6 – Don’t buy back tomorrow the product or service you sold today. 收听播客.
  • Rule 7 – Avoid the drama triangle. 收听播客.
  • Rule 8 – When prospecting, go for the appointment. 收听播客.
  • Rule 9 – Don’t get smoked in the interview. 阅读博客.
  • Rule 10 – Develop a prospecting awareness. 收听播客.
  • Rule 11 – Money does grow on trees, referral trees. 收听播客.
  • Rule 12 – Answer every question with a question. 收听播客.
  • Rule 13 – Be a comfort zone buster. 阅读博客.
  • Rule 14 – Risk failure to achieve growth. 阅读博客.
  • Rule 15 – The best presentation you will ever give the prospect will never see. 收听播客.
  • Rule 16 – Never ask the order; make the prospect give up. 收听播客.
  • Rule 17 – The professional does what he did as a dummy on purpose. 收听播客.
  • Rule 18 – Don’t paint seagulls in your prospect’s picture. 收听播客.
  • Rule 19 – Never help the prospect end the interview. 收听播客.
  • Rule 20 – The bottom line of professional selling is going to the bank. 收听播客.
  • Rule 21 – Sell today; educate tomorrow. 收听播客.
  • Rule 22 – People don’t argue with their own data. 阅读博客.
  • Rule 23 – The best way to get rid of a bomb is to diffuse it before it blows up. 收听播客.
  • Rule 24 – Product knowledge can be intimidating when used at the wrong time. 收听播客.
  • Rule 25 – When you want to know the future, bring it to the present. 收听播客.
  • Rule 26 – People buy in spite of the hard sell, not because of it. 收听播客.
  • Rule 27 – You can’t sell anybody anything. 观看Youtube视频.
  • Rule 28 – When under attack, fall back. 收听播客.
  • Rule 29 – Your meters always running. 收听播客.
  • Rule 30 – You can’t lose anything that you don’t have. 收听播客.
  • Rule 31 – Close the sale or close the deal. 收听播客.
  • Rule 32 – Get an IOU for everything you do. 收听播客.
  • Rule 33 – On Your Way to the Bank, Keep One Eye Over Your Shoulder. 观看Youtube视频.
  • Rule 34 – Work smart, not hard. 观看Youtube视频.
  • Rule 35 – If the competition is doing it, stop doing it right away. 收听播客.
  • Rule 36 – Only decision-makers can get others to make decisions. 收听播客.
  • Rule 37 – All prospects lie, all the time. 阅读博客.
  • Rule 38 – The problem the prospect brings you is never the real problem. 收听播客.
  • Rule 39 – When all else fails, become a consultant. 收听播客.
  • Rule 40 – Fake it ’til you make it. 收听播客.
  • Rule 41 – There are no bad prospects, only bad salespeople. 收听播客.
  • Rule 42 – A winner has alternatives; a loser puts all their eggs in one basket. 收听播客.
  • Rule 43 – You don’t learn how to win by getting a yes; you learn by getting a no. 收听播客.
  • Rule 44 – When your foot hurts, you are probably standing on your own toe. 收听播客.
  • Rule 45 – Express your feelings through third-party stories. 收听播客.
  • Rule 46 – There is no such thing as a good try. 收听播客.
  • Rule 47 – Selling is a broadway play performed by a psychiatrist. 收听播客.
  • Rule 48 – A life without risk is a life without growth. 收听播客.
  • Rule 49 – Leave your child in the car. 收听播客.

我们不能说得太多。听听Sandler网站上的播客节目,了解更多关于每个规则的内容。

什么是Sandler疼痛漏斗?

The Sandler Pain Funnel is a tool that helps sales professionals identify and qualify potential buyers. It does this by asking questions, in a specific order, about the buyer’s business pain and how they would go about solving it.

下面是Sandler疼痛漏斗的问题。

  • “Tell me more about that …”
  • “Can you be more specific?”
  • “Give me an example … “
  • “How long has that been a problem?”
  • “What have you tried to do about that?”
  • “Has anything you’ve tried worked?”
  • “How much do you think this has cost you?”
  • “How do you feel about how much this has cost you?”
  • “What kind of trouble does that cause you?”
  • “Have you given up trying to deal with this problem?”

请注意。 你不必使用确切的问题,但这些问题为一般方法提供了指导。

The Sandler Pain Funnel is designed to uncover the buyer’s needs, of course, but also to help the rep build rapport and from that rapport a relationship, with the buyer.

正如你可能记得的那样,Sandler销售方法采取了以客户为中心、基于关系的方法。

披露。 我们是由读者支持的。如果你点击一个链接并购买下面链接的物品,我们可能会在不增加你费用的情况下赚取少量佣金。  了解更多.

请注意。 我们创建了Sandler的漏斗(在右边),用的是 琉璃瓦图 而且我们很乐意直接与你分享这个项目,只要联系我们,如果有价值,我们会与你分享这个项目。  

什么是Sandler成功三角?

Sandler成功三角是一个工具,销售人员可以用来评估他们的销售过程和业绩。它是由三个部分组成的。

  • Activity – How much work are you putting in? The number of calls, emails sent, and meetings booked/held.
  • Attitude – Bring the right attitude to work every day, every activity.
  • Technique – A measure of your skills. Improve and build your sales skills.

支持技术

学习任何方法都需要努力。

将其完全纳入你的市场推广方法--甚至更多。

但你把它嵌入你的工作越深,它就会变得越强大。

考虑到这些关键技术,你的工作就是要做到这两点。

用个人CRM武装卖家,如 Salesflare
确保持续的冷/热推广,并与 Autoklose
确保在提交提案、QBRs和其他文件时的一致性和规模,并确保有足够的资金支持。 PandaDoc

什么是Sandler销售培训?

Sandler销售培训是一个帮助销售人员学习Sandler销售系统的培训项目。该培训可以通过以下方式进行 Sandler直接 或来自全球各地经认证的Sandler培训师。

通过Sandler培训,你能获得哪些技能和课程?

Sandler专注于教学。

  • 如何更好地了解买家和他们的业务
  • 更有效地向买家销售的技能
  • 发展关系
  • 克服反对意见
  • 完成交易

Here is a wonderful example from Sandler on Prospecting, the Sandler Way.  This will give you a sense of their approach.

要了解更多关于Sandler销售培训的信息。 直接与他们联系.

Sandler可下载的资料

回顾这些,并与Sandler团队联系。

1 99a3d451ea 桑德勒 e214886113
拇指命名尺寸日期
5-Mistakes-In-Tech-Sales-PDF.pdf

开放式 下载 Copy Link Send
1.37 MB3月 10, 2022
如何建立一个销售剧本_Sandler.pdf

开放式 下载 Copy Link Send
2.81 MB3月 10, 2022
125-Questions-You-Can-Ask-a-Sales-Call.pdf

来自Sandler

开放式 下载 Copy Link Send
172.28 KB2月 1, 2022

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发送链接

发送带有文件链接的电子邮件。如果需要,可以添加更多的文件。

将要发送的文件。

 

对其他方法论感兴趣?

阅读我们有关的文章。

摘要

The Sandler Sales Methodology has lasted so long for a reason – it works in a variety of sales situations.

如果你在一个漫长的销售周期内销售复杂的解决方案,可以考虑为你的解决方案实施它。

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