Picture a triangle. The triangle is made up of three corners. Obviously, each one of those corners is a vital part of the whole. Remove a side, and you no longer have a triangle. There are three vital aspects of sales, and of your work life as a whole. These three aspects are: attitude, behaviors, and techniques. We often refer to this as the triangle of success.
We will cover each of these aspects in our Triangle of Success series. To read part one about the importance of attitude, click here; to learn about correct behaviors, click here.
What is a Technique?
People are quick to assume that technique refers to one-liners or presentation methods that will overwhelm your prospect into signing on the dotted line. In reality, there are a lot of factors that go into proper sales technique.
Personal Presence
Though a presentation is often thought of as how well your PowerPoint brings to light your key points. In reality, your presentation starts the first time a client sees you. You have probably heard that such things as appropriate attire, a firm handshake, and eye contact, are incredibly important. This is true because such a high level of communication occurs non-verbally. In fact, the level of energy you bring and the authenticity with which you talk will speak volumes about your character, your passion for the product, and increase your overall likableness.
Sales Strategy
The strategy you use should be based on the Sandler submarine approach. This starts by qualifying the prospect, finding their pain and helping them arrive at a decision. The use of up front contracts, budgeting, and of course how to sign the ultimate contract are all a part of what makes for a successful sale. Then, of course, the fulfillment, follow up training or instruction, and post selling are vital as well.
Sales Tactics
While these constitute one of the most interesting topics in sales, know that they won’t do you much good without the other pieces in place. Tactics are a cog in the machine of sales, they are not the machine itself. Important tactics for a Sandler salesperson would be things like reversing, negative reversing, and using the dummy curve. These are tactics which will keep a lagging conversation going, help you get to the heart of the problem, and to help the customer close themselves. Tactics are how you accomplish your strategies when you hit a sticking point or come up against an objection you are unsure of how to handle.
The Sandler Triangle of Success is a little bit like a car. The attitude is the fuel, the behaviors are the engine, and the techniques are how you drive. You need all three of these components or else you won’t arrive at your goals with any consistency. While it’s important to establish goals and create plans, you must continue to learn and challenge yourself. To learn more about how to build the right attitude, develop correct behaviors, and apply successful sales techniques, check out our top notch Sandler Training Solutions by contacting Sandler Salefish today.