Prospect the Sandler Way Webinar
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- เผยแพร่เมื่อ 15 ส.ค. 2016
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John Rosso, author of the best-selling Sandler book, Prospect the Sandler Way, and David Mattson, President and CEO of Sandler Training Corporate Headquarters presented a live, public webcast on 21st century prospecting topics like conducting effective on-line pre-call research and using LinkedIn to generate referrals, and best practices for making and succeeding at first-calls.
Buy the book online now: shop.sandler.com/books/prospe...
I have listened to this about 5 times now and the stuff in here is pure gold. Thank you for publishing this fine work.
I do have a few questions I hope you would care to answer.
John uses a pattern interrupt with: "If I have not caught you in the middle of something import."
In my experience if I make the customer focus on his/her time, they will cease to give it to me or put their guard up. How often do customers say stuff like: Are you a salesperson, why should I use you as my provider?
I understand that Sandler is kinda against scripts, but won't you argue that they could work if done correctly? I am not suggesting that you sit and read from one but John clearly uses the same methodology to Cold Call which I am all for, so doesn't it make sense to have a script to lean on and memorize so you can execute as well as John does?
Also what would you suggest as to the best course of action to implement all the stuff you provide as a learning guide from your excellent videos?
Hey Anders, great questions. First, on the time issue, we are not really asking for a lot of time up front, we just need to acknowledge that we are interrupting there day. Sometimes, another effective pattern interrupt is, "I am a salesperson and this is a cold call." By being honest and direct up front, we can then as for the 30 seconds to qualify the opportunity.
Second, I think you are right on the scripts. They can be dangerous because be the prospect doesn't work of the same script. However, you should be prepared for every call with information and questions to guide your conversations.
We always think about picking a few measurable behaviors and getting them on the calendar. Changing any habit is hard, and it is even tougher if it is outside your comfort zone. So, just do it. Commit to a few small steps every day, week or month, and make it "no option" behavior and keep those appointments with yourself until you can see results or evaluate the new actions from the feedback.
Thanks!
The "equal business stature" approach is the absolute hands down most legit way to open a cold call I have ever seen. No BS, no deception, no "I'm sorry" or how you doing... it's simply the best.
I'm starting to realise you guys are immense sales trainers. There is alot of stuff here that is very new to me and in a self authenticating way is resonating.
Thanks Isaac! We have a lot of prospecting content. You might check out one or two of the books if you liked this webinar.
Hence why Sandler is a Selling System! Excellent points for a lifetime in professional and personal times.
Damn, you guys are good. You sold me with every single word.
Thanks G, you have great taste!
The best hour you will ever spend learning about how to improve results from the "approach call"
"No-one's perfect, fair statement?" Probably my favourite line in 25 years of studying sales! The one after about loyalty is just ridiculously good. John Rosso is incredible. Now if only I could find Chet Holmes telling the story about cold calling Alan Horn!
You know what was the the funiest thing? I called a local Sandler Training center here in Orange County, California. When I got transferred to their sales rep, he used a pattern interupt on me even though I was an inbound call. It wasn't exactly like this cold call one, but it was smooth. Snapped me out the thought of getting transferred and just another call I am making routine mindset.
I'm curious, what did they say? I'm started to learn how good these guys are to be honest...
@@IsaacBanks33 4 year old comment. I completely forgot
Brilliant sales and prospecting fundamentals - thanks for sharing your expertise John
Brilliant stuff , this completely changed my approach to how I structure my messaging.
Merci.
The Sandler Method is incredibly powerful.
This is solid.
Great content Im working with Sandler right now love a different way to talk to people and sell, not pushy just a conversation
Thanks Doug, good luck with the training and in your sales!
Omg I'm just 13 minutes in and thisis awesome. Thank you!
Pure awesomeness!!
I have worked with John and he is a great instructor of the 'Sandler Way'. He is extremely well-versed in all things overcoming objections and securing the first call - the rest is up to you. Trust the process - don't show - up and throw-up!
Thanks Jay!
Thanks Jay!
Pure GOLD.
Gold...pure gold.
This is brilliant!
This is incredible!!
I'm wondering, do many of these scripts translate when group selling at an event. Compelling listening. Great stuff, thanks.
too good
It's crazy to me that their method is by far the best. However no one wants to believe it. So many people are brainwashed by traditional strategies that it's like pulling teeth. Then even once it's implemented and by far the best. People are still in denial. so many company owners have a fetish for dominating the client. That it mangles their mind to consider there's a real strategy. that works that isn't based on bullying prospects.
Hi John is it work for an financial advisor?
Hi John, how many time I should follow up called the prospect if the first cold call, he doesn't interest to make appointment with me ?
We recommend a follow-up sequence of alternating between phone calls, emails and social messaging. You should also start with simple messages and add more detail with each one. You can reach out as many times as you like, but best practice about 5 or 6 times with two or three days in between. It really depends on what and how you sell, though. You should reach out to a local Sandler Trainer for more information.
This is great. What else is there in the 21st century prospecting course?
Hey Alex, the course is very similar ideas, but it has about 3.5 hours of examples, ideas, and more explanations.
I can see why this method would work. There are so many trainers, gurus, business coaches, etc out there that say that cold calling doesn't work anymore. John, do you still cold call, and do you ever get new clients from it? Thanks!
Hey Mike, thanks for watching and commenting. You bet John still cold calls and gets new clients from it. I think our stance is that everything works and everything doesn't work depending on how you do it. Cold calling, talking fast, and trying to keep the person on the line and as long as you can, probably should be dead, but it still works occasionally. Calling someone you have never met, and having and open, honest conversation about whether there is a reason to continue talking or to do business will always work.
It sounds like you might be interested in giving it a shot. Why don't you test it for 30 days and keep track of the leads and see what you return on investment is at the end of the quarter or year, depending on your sales cycle.
Thanks for watching!
I can’t hear
Im struggling finding a good tonality that is still positive/inviting but also w a downward inflection
Trying being more curious than excited, and picture calling a good friend instead of a customer. Most salespeople develop a "work voice" that is too positive and energetic.
34:53
this is solid shit yo.
This question is directed to John Rosso, if at all possible with this venue. I'm a realtor and PC member. Is there any trainer that you are aware of that does great work with training real estate agents? I fully understand this is a pretty loaded question, but, it really is a little different than typical industrial/group/enterprise type selling. I'd prefer to remain anonymous as I do have a coach/trainer. And, I think the lack of specific experience in that realm makes it difficult for me.
Hmm, that is a tough one. Our trainers around the world have different experiences and background than other, but we don't have a dedicated real estate person. You might check out our book for selling to homeowners though: shop.sandler.com/books/selling-homeowners-sandler-way
Hey imnreorealtor. I am a Realtor and a strong believer of the Sandler system and can relate to your question for John when it comes to our industry. Would you be open to a brief 5 minute exploratory phone call to discuss if we could mutually benefit each other in regards to using Sandler when prospecting in our industry?
David Holewinski love the sly comment. I also would be interested I this conversation of a RE coach.
Practicing by yourself, what's the best way?
Great question, I think writing it out helps, but you can also practice saying your intro lines on Zoom by yourself and record it to see how you look and hear how you sound. Or hire a Sandler coach... LOL They will role play with you!
@@SandlerWorldwide I appreciate the reply. I do have a coach. Been through Essentials 3 times! Thanks!
I thought customers just called you up & begged to buy your products ?
How does this translate to neurofeedback for my existing patients? I am wanting my staff to get really good at closing sales with selling solutions for people so that their central nervous system work better?