Sandler Terms and Main Concepts

Question 1

Sandler Submarine
B&R UF PBDF PS

Answer 1

Bonding & Rapport
Upfront Contracts
Pain
Budget
Decision
Fulfillment (Presentation)
Post Sell

Question 2

Signs of Pain
FUDWACA

Answer 2

Frustrated
Upset
Disappointed
Worried
Anxious
Concerned
Angry

Question 3

KARE
(Sandler)

Answer 3

Keep
Attain
Recapture
Expand

Question 4

LORAC

Answer 4

Listen openly and wait till the last word
Restate what you heard in your own words
Ask questions to clarify the intended meaning
Confirm Mutual Understanding

Question 5

Managing Expectations Using Up-front contracts
(TPAPM)

Answer 5

Time
Purpose
Agenda
Potential Outcomes
Mutual Agreement

Question 6

Sandler SRR

Answer 6

S - Stroke - Make Prospects feel good about themselves
R - Repeat - Rephrase/restate - prospects recognize that you’re listening and understand them
R - Reverse - Find out why the prospects are asking what they’re asking. Answering the question at face value does not get you the truth

Question 7

People make buying decisions…

Answer 7

Emotionally and then justify those decisions intellectually.

“Most of the time - 8/10”

Question 8

Five Keys to Value Presentation
DHDAC

Answer 8

Differentiate
Handle Objections
Demonstrate
Assess Behaviors
Clarify and Confirm

Question 9

Pain Puzzle

Answer 9

1. The observed problem - What’s going on?
2. The causes of the problem: Why is this going on?
3. The impact of the problem: How does this reveal itself in the prospects world?

Question 10

Key Components of Communication (In-Person)

Answer 10

Words 7%
Tonality 38%
Body Language 55%

Question 11

SNIB

Answer 11

Situation
Need
Implications
Benefit

Question 12

VITO

Answer 12

Very Important top officer

Question 13

ID & Qualify Pain
3+ RULE
WWH

Answer 13

Ask at Least 3 layers of questions:
What? Intellectual - Surface Pain
Why? Emotional - Underlying Reasons
How? Impact - Business/Personal
70% Listening/30% Talking

Question 14

Seven Deadly Negotiating Sins

Answer 14

1. Entering a negotiation unprepared
2. Entering with a weak pre-negotiating positioning
3. Thinking money is the real issue
4. Making Unilateral concessions
5. Losing control of your emotions
6. Talking too much
7. Not recognizing that you are dealing with a skilled negotiator

Question 15

Six effective Negotiating principles

Answer 15

1. Show your willingness to walk away from a deal
2. Creating leverage in the sales process
3. No unilateral concessions
4. Don’t get emotionally involved in the outcome
5. Realize price is never the issue
6. Know when to talk money

Question 16

Unilateral Concessions

Answer 16

For longer term negotiations (typically)

Based on mutual trust & focusing on developing a win-win situation

Key way-making concessions w/o any expectation the other party is doing the same

Question 17

Sandler Attitude & Behaviors Success Triangle
BAT-RIS

Answer 17

Behaviors - (Role) Prospecting Activities

Attitude - (Identity) Self image-belief system

Techniques (Skills) - Selling Negotiating

Question 18

3 Q’s you need for stakeholder-level qualification

Answer 18

Will this come out of your budget?
Who else is involved in the decision?
Do you have criteria for this purchase decision? Who defined them?

Question 19

I am financially independent and…

Answer 19

I don’t need the business