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Business Connections Live - The UK's Leading Online Business TV Channel

Sep 27, 2014

BCL50 How to Break The Rules of Selling and Win More Business
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Nobody likes being sold to. We all are suspicious of salespeople, even the ones we like! Typically salespeople think they need to demonstrate features and benefits in order to persuade a potential client to do business. That means presentations, closes, objection handling, more closing. No wonder clients want to hide when they see a salesman coming!

On this edition of Business Connections Live we explain the Sandler approach to sales and we show you How to Break The Rules of Selling and Win More Business. Some sales professionals may find this uncomfortable, however on this programme Paul Gylnn wants you to tear up the rule book, throw out everything you thought you knew about selling, and look at a counter-intuitive system. Its called the Sandler System

Paul Gylnn says I don’t mind if all I do is create discussion. Not everybody is comfortable with finding the real motivation for purchasing.”Features and benefits” selling works just fine. It’s just very old!

How to Break The Rules of Selling and Win More Business

The Sandler system revolves around 7 not 6 steps.

  • Bonding& Rapport   
  • Up Front Contract
  • Pain
  • Budget
  • Decision
  • Fulfilment
  • Post-Sell

Paul Glynn, Sandler Training (West M25) helps businesses and professionals increase revenue through assessments, training ,mentoring and coaching

Sandler Training is a global training organization with over three decades of experience and proven results. Sandler provides sales and management training and consulting services for small- to medium-sized businesses (SMBs) as well as corporate training for Fortune 1000 companies. Our proven methodologies and specialized tools equip our trainees with the skills necessary to improve both their business and bottom line.

Business Connections Live Programme 50 - How to Break The Rules of Selling and Win More Business

This is the Business Connections Live Business Channel On YouTube Business Connections Live Programme 50. Broadcast 27th August 2014