Traditional vs. Sandler

Learning Feedback Checkpoint

1. If prospects ask lots of questions during the early stages of a sales call, I:

Answer the questions directly.
Attempt to find out why they asked the questions.
Answer the questions in such a manner as to illustrate the unique selling points of my service or product.

2. The 'traditional' salesperson will usually be guilty of all of these. There is one in this list that the 'Traditionalist' could never be accused of trying. Can you spot it?

Tries to take control
Feels pressure
Hopes prospect doesn’t catch him and his techniques
Must work hard
Allows prospect to feel in control
Has little trust in their own questioning techniques skill level.
Push presentations to anyone who will listen.
Keep using worn out closes

3. All of these motivators are 'feature-based' except:

Pain in the Future
Pleasure in the Present
Pleasure in the Future
Interest; Arousal; Curiosity
Pain in the Present

4. Traditionalist salespeople can close business like Sandler disciples. It just takes much more effort, for all parties involved.

True
False

© 2003 Sandler Systems, Inc. All rights reserved.