Assessing Prospects Through "The Sandler Rules"
Our chapter meeting on January 21st is geared around learning how to better assess prospective clients and, ultimately, how to avoid having to to "fire" a client down the road.
Here's what our speaker, Ken Seawell, will address:
- How to assess prospects, determine a good fit, and to make the sales process more efficient
- How to NOT waste time chasing business that is NOT going to buy
- Learn why "The Truth" is more important than the “yes" or the “no"
- How to help clients overcome things that get in the way of the selling process
- How to nicely say NO to people you don’t want to work with — because sometimes it is really is best for both parties NOT to work together, and it’s OK for either party to say so.
- IN SHORT: How to avoid the need to fire a client!
Some of "The Sandler Rules":
Rule #2: Don’t spill your candy in the lobby
Rule #3: No mutual mystification
Rule #6: Don’t buy back tomorrow the product or service you sold today
Rule #14: A prospect who is listening is no prospect at all
Rule# 18: Don’t put seagulls in your prospect’s picture
Rule # 21: Sell today, educate tomorrow
Rule #27: You can’t sell anybody anything – they must discover that they wantAbout Ken Seawell
Ken Seawell began his career at Hyatt Hotels and later worked for Dayton Hudson’s food division. Seeking new challenges, he then started a consulting company. For over 15 years Ken assisted his clients in developing better business practices that led to increased sales, increased profits and increased peace of mind. He believes strongly that through coaching and training, business owners can have a confident expectation of a brighter future.
Ken reached out to Erik Meier with Sandler Training, a worldwide business management consulting firm with offices in Troy, MI to help him build a stronger selling process, and joined EAM Consulting Group (a division of Sandler Training) as a managing partner. Ken’s new task is to build the EAM Consulting Group into the premier destination for those dedicated to building benchmark sales teams.