Breaking the rules of sales Paul Glynn
What do we mean when we say Breaking The Rules of Sales. Many of us have a perception of the sales process selling features and benefits but is there more to sales than meets the eye. On this edition of Business Connections Live, Steve Hyland talks to Paul Glynn a Sandler sales practitioner.
For those of us who are more used to the traditional sales process, this may come as a shock and may leave you feeling uncomfortable. We all are suspicious of salespeople, even the ones we like! Typically salespeople think they need to demonstrate features and benefits in order to persuade a potential client to do business. That means presentations, closes, objection handling, more closing. No wonder clients want to hide when they see a salesman coming!
On this edition of Business Connections Live, we explain the Sandler approach to sales and we show you How to Break The Rules of Selling and Win More Business. Some sales professionals may find this uncomfortable, however on this programme Paul Glynn wants you to tear up the rulebook, throw out everything you thought you knew about selling, and look at a counter-intuitive system. Its called the Sandler System
Paul Glynn says I don’t mind if all I do is create discussion. Not everybody is comfortable with finding the real motivation for purchasing.”Features and benefits” selling works just fine. It’s just very old!
Paul’s experience spans over twenty years of selling, sales management and training. He has worked in the financial services sector including accountancy and has run and mentored sales departments in advertising with Newsquest, Moneyfacts and Financial Times Group. He was managing his own business when in 2009 he discovered Sandler Training and learned there is a better way to sales success. “I hope I can share with you the counter-intuitive insights that are making a huge impact on so many businesses- including my own” In his spare time Paul enjoys reading science fiction and taking long walks. Not simultaneously.
The Sandler approach is simple and easy to apply in your team’s day-to-day activities. That’s in stark contrast to many over-engineered approaches with processes people won’t use and philosophies that managers can’t reinforce.
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Website: http://www.westm25.sandler.com/
Train your sales force to use GDPR as a benefit when promoting your product. The whole purpose of GDPR is to engender trust. Trust in your business. Trust in Your product; Trust in your people.
You B2B customers will want to know that you are demonstrably GDPR compliant as part of the contract that they enter into with you, especially if you are a third party processor. Being able to assure them that you have been GDPR audited and can provide them with a copy of your GDPR policy and Privacy Notice means that your customer knows that they can deal with you safely and securely and also lets them know that you take the protection of their personal data very seriously.
Find out How Will GDPR Affect Sales with Linda Bazant