Focus on Your Customer’s Problems

Too often a salesperson is so hyped up on the product or service to have lost sight of the very purpose of selling it. The salesperson has spent many hours burning the midnight oil researching the product or service. He or she knows can rattle off the advantages almost verbatim. The salesperson meets the client then starts the sales pitch extolling the virtues of the product or service. He or she is so wrapped up in the prepared monologue to miss the fact that the client’s attention has wandered. The client and salesperson go through the motions for another few minutes. The salesperson leaves, satisfied that the client has been convinced and confident of bagging the order. A day or two later the salesperson learns with shock and dismay that the order has gone to a competitor. What went so terribly wrong?

The salesperson just made the fundamental mistake that most mediocre salespeople do. Instead of looking at the sale from the viewpoint of the client, the salesperson has been concentrating on what is being sold and trying too hard to sell it. But what is it that the client really needs...? Clearly the salesperson’s approach was not backed by a well-considered strategy. In essence, the failed attempt lacked a plan. The effort was doomed minutes from the time the meeting commenced.

Visit www.achievexcorp.com for information on the Sandler Selling System, how it works, who will benefit from it and the kind of results that can be expected. Use the Contact Us page to ask your questions and get help on difficult problems or email Achievex at mbluckman@achievexcorp.com.

Clients and potential customers are so snowed under with descriptions in superlatives that they immediately switch off. They’ve heard it all before... a rehash of an old theme... another bit of flowery prose... another salesperson... another line of patter. Regardless of how good your product or service is, you’re not going to capture a client’s notice unless you’re able to address a problem or challenge that the client is facing. You have to find an answer to it. You’ll have to demonstrate that what you are selling is his answer to prayer; the final solution to what’s keeping him awake nights.

The Sandler Selling System has a different take on this. The Sandler Selling System is a professional sales training program with a goal of achieving sales excellence. The guidelines were developed and devised by David Sandler about half a century ago. In the intervening period the Sandler System has enabled tens of thousands of stereotyped salespersons to shrug their way out of their cocoons and come out into the big world, transformed into super sales stars. The Sandler Selling System is result-oriented and can be mastered by anyone striving to attain the level of sales success which they believe is rightfully their due.