One sales improvement system that has found a growing following over recent years is the Sandler Selling System.
Named after its founder, David H. Sandler, and developed in the 1970s, the Sandler technique is now franchised in 220 cities throughout the United States and in 12 different languages around the globe. It boasts having a repeatable and proven sales process and offers ongoing reinforcement sessions for its participants. The Sandler technique is not only for sales reps – it is to be used for businesses large or small – and it also offers an education for sales managers.
One of the unique staple ideas behind the Sandler system is the Up-Front Contract.(UFC). A UFC gives the sales rep control of the direction of the sales cycle. The UFC has three main points to be communicated prior to the rep presenting the product or service to the prospect.
First, a sales rep states what the agenda for the sales call or presentation will be. Second, the rep states that should the prospect have interest in the services or products what the next steps would be. Third, the rep asks the prospect to agree to the terms presented.
The whole exchange might go something like this: “Mr. Smith, on today’s call I am going to tell you about our amazing products and services. At the end of our ten minutes should you feel that they may hold some value for you and your company, I’d like to schedule a follow up meeting at your location to explain how implementation works. Does that make sense and would what I’ve said work for you?” “Yes and yes” the prospect answers. “Great, so let me begin,” says the rep. In this way, not only does the UFC give the rep control of the cycle, but also – and different than some traditional sales methods- it gives the prospect the opportunity and freedom to say that he is not interested – ultimately saving valuable time for everyone involved.
Sales improvement wouldn’t happen if a sales rep didn’t go over his activities and reflect on what was working and what was not. With the Sandler Sales System, the ongoing reinforcement sessions allow for sales reps to do just that – to go over their in-the-trenches activities with trainers so they can be constantly improving their game
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Last to mention, an often overlooked time-waster for reps and prospects alike is not discussing cost prior to pitching. Used by Sandler and other sales improvement systems, prior to pitching, it is policy to vet out a prospect and their ability to afford one’s product.
