Wimp Junction Presentation For Sandler Sales Training
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How to Grow Your Business 50% in 2010! If you or your Salespeople are: Frustrated with Getting TO and Speaking WITH the DM Upset With Doing Proposals and Not Closing Disappointed About Chasing the DM for a Decision After Proposing Angry About Dropping Prices to Get Business Then, you or they are more than likely falling into a place no one wants to be! We have a Plan of Action to keep from going there ever again!
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Understand that their system is engineered to turn you into an UNPAID Consultant, and as the sale is progressing nicely, you will get a lot of pressure to turn to the right and follow their system. AND YOU WILL DO IT!….Unless you have a System of your own to follow. Let me suggest what a system that will protect your interest might look like…. Here is what we need to understand…-Business is not won or lost in presentation!-Business is not won or lost when they don’t answer or don’t return any of your phone calls! -Business is won or lost when the decision is made, right here, at this intersection as to who’s system is gonna prevail!!!Now, the careers of so many salespeople have ended and there are so many of them dead in the business because of what’s happened here that we thought we had to give this a name…and what we call this is…WIMP JUNCTION!
Transcript of Wimp Junction Presentation For Sandler Sales Training
How to Grow Your Business 50% in 2010!
If you or your Salespeople are:
Frustrated with Getting TO and Speaking WITH the DMUpset With Doing Proposals and Not Closing
Disappointed About Chasing the DM for a Decision After Proposing
Angry About Dropping Prices to Get Business
Then, you or they are more than likely falling into a place no one wants to be!
We have a Plan of Action to keep from going there ever again!
Take out a Business Card and write Yes, NO, Take out a Business Card and write Yes, NO, and Think It Over. and Think It Over.
Then cross out “Think It Over”!Then cross out “Think It Over”!
I (my salespeople) could sell a lot more if only I (they) could……
1. _______________________________
2. _______________________________
3. _______________________________
4. _______________________________
5. _______________________________
How much has each problem cost you over the past 12 months?
1. $_____________
2. $_____________
3. $_____________
4. $_____________
5. $_____________
How much has each problem cost you over the past 12 months?
1. $_____________
2. $_____________
3. $_____________
4. $_____________
5. $_____________
You don’t have Price You don’t have Price Problems when you get…Problems when you get…
THE COST OF THE THE COST OF THE PAIN ON THE PAIN ON THE TABLE.TABLE.
In EVERY Selling Situation, there are 2 Systems at work…
The Traditional System:
1. Qualify2. Present3. Handle Objections4. Close
This is the system Corporate America teaches its salespeople and has been doing so for 50 years.
In EVERY Selling Situation, there are 2 Systems at work…
The Prospect’s System:
1. Lie #1 – about what’s going on
2. Expertise/Quote – so they can shop you
3. Lie #2 – they may need you to do more work later on
4. Run & Hide – VM, OTL, OOT, OOS
This is the system Corporate America uses to buy and has been in use for 5,000 years of recorded history!
In EVERY Selling Situation, there are 2 Systems at work…
The Prospect’s System:
1. Lie #1 – about what’s going on
2.UNPAID CONSULTING – so they can shop you
3. Lie #2 – they may need you to do more work later on
4. Run & Hide – VM, OTL, OOT, OOS
This is the system Corporate America uses to buy and has been in use for 5,000 years of recorded history!
This is where you will This is where you will determine if you will fall determine if you will fall
into their system or into their system or follow your own system.follow your own system.
Our System:
1. Bonding/Rapport2. Upfront Contract3.Pain 4.Budget5.Decision6. Presentation/
Close7. Post
Sell/Referrals
In Our System:You get Pain, Budget, & Decision, before you Present/Close!
Get the Pain, get the Money, and get the Decision Process on the table, THEN do your Presentation.
Wimp Junction®
Our System:
1. Bonding/Rapport2. Upfront Contract3.Pain 4.Budget5.Decision6. Presentation/
Close7. Post
Sell/Referrals
The Prospects System:
1. Lie #1 2. UNPAID CONSULTING 3. Lie #24. Run & Hide
Our System:
1. Bonding/Rapport2. Upfront Contract3. Pain 4. Budget5. Decision6. Presentation/
Close7. Post Sell/Referrals
Wimp Junction®
$10,000
