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SALES & MARKETINGWORKSHOPSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Unpaid consultingBeing shoppedTurnoverThink it overRadio silenceSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Sales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Part 1Agenda TheDance Leading BreakPart 2Part 3 Mindset The UpFrontContract Break Turnover BuyerLeverage&Gambits 3 StepMDPSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

TheDanceSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

SellerThe DanceBuyer1. GenerateInterest1. Closed &Guarded2. Find Need2. AsksQuestions3. Present3. Don’tCommit4. Close4. Delays &Distractions5. F U.5. Hide &DisappearSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

It’s OverSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Leading theDanceSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

No PressureNon-ThreateningConversationWillingness to Walk AwaySales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Sales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

SellerThe DanceControlling theDance1. Closed &them GuardedtoIBonding &RapportequalBuyer1. GenerateI needInterestlike me2. Find NeedI must5. F U.Up FrontAgreements2. AsksQuestionsI must3. Presentconvince4. CloseamI must beQualifyconvinced3. Don’tCommit4. Delays &DistractionsIt’schase5. Hide &DisappearSales AboutFace Inc. authorized licensee of Sandler TrainingOK to sayNOCloseNow Present www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

The DanceSellerControlling theDanceBonding &Rapport1. GenerateInterestQualify2. Find NeedPropos3. PresentUp FrontDis-QualifyAgreementsCloseQualifye4. CloseClosePropose5. F U.ClosePresentSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

elSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

mentCallSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Up FrontContractSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

TimeYourRoleProspect’sRolePurposeOutcome(s)Sales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

When? On phone B4 1st meetingAnytime B4 a meetingB4 each stepSpouseConclusion of the saleConclusion of everymeeting Kids Everywhere - EveryoneSales AboutFace Inc. authorized licensee of Sandler TrainingNo MutualMystification www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

ANOT DeliveryA ppreciate you INVITING me inN aturally you’ll have questions for meO bviously I have questions for youT ypically in about (X) minutes or so, one of twothings happens. We might both decide not totake the conversation any further or we mightdecide on some next step you’d like to take. I’mOK either way. Sound fair?Sales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Up FrontContractPracticeSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Client CentricSatisfaction ToolContactTurnoverSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Sales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Sources ofBuyerLeverageSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

YOUR Up Front Positioning Strength WeaknessSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Sources of LeverageAttitudeSuccessTechniqueBehavioursSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Sources of Leverage ershipSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

MaximizingYourNegotiatingMomentsSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Maximizing YourNegotiation MomentsThe Response ContinuumPlay horitative Parent”Sales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Maximizing YourNegotiation MomentsThree StepMobile Defense Plan1. Strokes & Assurances2. Sweat3. Barter - ConcessionsSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Concessions SlowlySmall PiecesHurtGet BackFirst in – Last outSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

LessonsLearnedSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

On theGroundSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

TheDirtyDozenSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

1. The Flinch2. Your Competitionis Cheaper3. Lower Authority –Higher AuthoritySales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

4. Good Guy / BadGuy5. Hot Potato6. Emotional OutburstSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

7. FaitAccompli8. BAFO9. StonewallingSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

10. Escalation11. Nibbling12. Changing theRulesSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

1. Recognize – Deal players2. Pre-Negotiation positioning3. Unilateral concessionsSevenDeadlySins4. Talking too much5. Emotions6. Negotiating unprepared7. Money is the issueSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

LessonsLearnedSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Sources ofLeverageSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Positioning Strength WeaknessSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Sources of Leverage ershipSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Sources of LeverageAttitudeSuccessTechniqueBehavioursSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

MaximizingYourNegotiatingMomentsSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Maximizing Your NegotiationMomentsThe Response ContinuumPlay orativeAccommodatingAssertiveWimpyDominating“Be hard likewater”Sales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Maximizing Your NegotiationMomentsThree Step Mobile DefensePlan1. Strokes & Assurances2. Sweat3. BarterSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Concessions SlowlySmall PiecesHurtGet BackFirst in – Last outSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

LessonsLearnedSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

On theGroundSales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com15 years creating abundance for ambitious Canadian companies and sales professionals.

Sales AboutFace Inc. authorized licensee of Sandler Training www.aboutsales.sandler.com 15 years creating abundance for ambitious Canadian companies and sales professionals. Seller Bonding & Rapport Qualify Close Now Present The Dance 1. Generate