Akron Sandler Sales: The Buyer/Seller Dance
Over the years, you and your salespeople might have noticed that your prospect has a system, which they are very good at, to keep you “subservient” and under their control.
Here is what a condensed version of the system might possibly sound like:
-The prospect misleads you to learn as much as they can about your product or service without having to pay for it. We refer to that as “Unpaid Consulting.”
-Maybe they want to extract your best price in order to beat up their present supplier.
-Maybe they want to know about the newest technological advances in the industry
Then your prospect will mislead you about what is going to happen next. That may sound like “I need to think this over” or “I’ll get back to you.” And, of course, the last step in the prospect’s system is they won’t return you phone calls, or you can’t get through their voice mail. After all that work, it is difficult to admit that it is over, but in fact, it has been over for quite some time, only you were the last to know.
If you don’t have a selling system of your own when you are face-to-face with a prospect, you will unknowingly default to their system. That is because they are very good at it. You will unknowingly go right down their path, and nowhere in their system does it say “help you meet your goals” or “go to the bank.”
For all you business owners who have built your business on your selling skills, you’ll appreciate the name of this precise moment in the sales process: Wimp Junction. That’s right, Wimp Junction! Whose system will prevail?
Over the past two years our institution has worked with Holly Rhoads and The Ruby Group on developing and refining our sales processes with our retail banking personnel. We have had tremendous results! By applying a few basic techniques and developing the self confidence of our employees we have been able to achieve our goals. We have reached record deposits, record assets and a household retention rate well above industry standard. I would highly recommend Holly and The Ruby Group to anyone looking for a proven way to improve your sales process.
Paul Kubiak, First National Bank Orrville