Business Development By Design vs. Default - … Mortgage... · Business Development By Design vs....

Business Development By

Design vs. Default

Presented by

Danny WoodDanny Wood Enterprises, LLC

What We’ll Cover

Differentiate Those Who Can vs. Will Sell

Do You Have What it Takes to Win in a

Highly Competitive Marketplace?

Heightened Awareness of Where You Can

Improve

A Selling System to Acquire New Clients

and Cross-Sell Additional Services

(c) 2016 Sandler Systems, Inc. All rights reserved.

Danny Wood Enterprises· 301 Route 17, Suite 800 · Rutherford, NJ 07070

Tel: 201-842-0055 · [email protected] · www.dwood.sandler.com

mailto:[email protected]

http://www.prescientmills.com/

And what would you like me to talk about….




a problem,

a frustration…anything?



The Success Triangle




SUCCESS

► You

► Confidence

► Self-esteem

► Personal Presence

► Belief

► Intrapreneurial Spirit

Attitude

TechniqueBehavior

Goals, Cookbook, Time Blocking

Never Eat Alone, LinkedIn, Referrals

Tactics that make you more effective

when communicating with your

prospects and customers



The Belief Wheel




Outlook

Judgments

Actions

Results



Comparison of Selling Systems

Selling System?

What Selling System?

Systems in all other areas of their Company

Most Companies Wing it!






The Prospect’s System

Step 1: Mislead/Lie

Step 2: Un-Paid Consulting Presentations

Product Information

Proposals/quotes

Step 3: Stall/SYA

Love Ya! – TIO

Step 4: Hide

VM – LM – IM – OL - OOC






Traditional Sales

Step 1: Find or Create a Need (Qualify)

Step 2: Present Features & Benefits

Step 3: Close

Handle Stalls and Objections

Step 4: Follow Up and Be Persistent






Traditional Sales vs. Prospect

Traditional sales methods often make a sales

person feel like a pest

Ask yourself…

Who is in control?

What percentage of the time?

What’s the motivation to go through that again?






Sandler Selling System

Step 1: Pattern Interrupt

Bonding

Rapport

Differentiation

Relationship Building







Step 2: Up Front Contracts

Agreed upon ground rules - up front

No “Land of Mutual Mystification”

No Wishy Washy Words

Faster Decisions

Compressed Sales Cycle







Step 3: PAIN

Not Need

6-8 layers deeper

Personal, compelling, emotional,

reasons to buy

People don’t buy features & benefits

Is there a commitment?






Diagnosing Pain: The Sandler Pain Funnel







Step 4: Investment

Budget and money issues

Willing and able to invest

Is prospect willing to de-invest?

When do we usually find out?

Why is the end a VERY bad place?







Step 5: Decision Process

We know what we should find out, but often don’t

ask…

Who, What, Where, When, Why, How?

Who ELSE? When do we find out???







Step 6: Fulfillment

Presentation and Recommendations

What do we present?

Highly focused, customized solutions to:

The Decision Makers

Within the known budget

To cure specifically known PAIN(s)







Step 7: Post – Sell

No pressure - no buyers remorse or back-outs

Execute a Referral System

Develop a Strategic Account Management Plan






Comparison of Sales System




Prospects System

Mislead/Lie

Un-Paid

Consulting

Stall/SYA

Hide

Traditional System

Qualify

Present F&B

Close

Follow up & be

Persistent

Sandler System

Pattern Interrupt

Up-Front Contract

PAIN

Investment

Decision Process

Fulfillment

Post-Sell

WIMP Junction



Its Raffle Time

• Please take out the card you filled out

• Please circle the M or R or Safter I explain what they mean









Thank You

for Attending

Please like me on Facebook at

Facebook.com/DannyWoodSandler

and follow me on Twitter

@SandlerDWood



Business Development By Design vs. Default - … Mortgage... · Business Development By Design vs....

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