The Buyer-Seller Dance: Who’s System are You Following?

In a sales transaction there are always two systems at work: the prospect’s system and the salesperson’s system. To lead this process, you must know and apply a selling system that works. Merely showing up at the sales appointment is not enough.

Ideally, the sales encounter should be viewed as a win-win situation. But as any salesperson who has spent time “in the trenches” knows that prospects see themselves as individuals with something to lose: their money and typically adopt a defensive approach to salespeople.

Salespeople, on the other hand, who present the stereotypical “hard sell” approach, actually train prospects to assume a superior, defensive posture.

That creates the buyer-seller dance and whether you lead or follow largely depends on whose system prevails – yours or your prospect’s. It also depends on how effective your system is. To take charge, you need to be fully aware of what’s happening at each step along the way. Sandler’s experience shows that most salespeople fail because they do not know how to be in control of the selling process. Most say they are not even aware of the manipulative measures prospects take – often in self-defense – during sales calls.

This presentation will show you how to understand the process better, avoid the dance and have more success in sales. You may not get every sale, but you’ll understand better what’s happening on each sales call, and you’ll know what to do about it!

Presented by David Wendkos, Maryland Sales Training & Management Development

A Certified Sandler Training licensee

MdSalesTraining.com

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Sales Training: The Buyer-Seller Dance

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