Direct Selling Using Sandler's Pain Method
Posted: Sun Dec 22, 2024 7:07 am
Direct sales using the Sandler method are well suited for those deals where the key factor is the quality of the product. The author of this technique is business coach D. Sandler. The essence of the approach is that the client is not convinced or pushed to buy; his interest should initially come from himself. Otherwise, there is simply no point in the direct sales department offering the product. Immediately discuss with the client the terms, volumes of expenses and other key points to avoid difficult situations when concluding a deal.
Let's say the agent's task is to convince kuwait phone number the client to insure his luxury yacht. How can the Sandler method be used in this case? Presenting statistical data on risks in different situations (theft, breakdowns, collisions due to storms, fires, etc.) helps here. It is important to emphasize the specific amounts of potential losses. They can be significant and exceed the cost of the most expensive cars. It is necessary to convey to the client what awaits him without insurance so that he understands the need for this service.
The next step is informing about the size of future payments and the conditions for their implementation. It is important to find out from the client whether there are funds to purchase insurance (they may not have them), and to check the correctness of the legal aspects of property ownership. If the client immediately refuses, it is worth switching attention to the next one, without insisting on concluding a deal.
How to achieve multiple growth in traffic and sales from your website?
Alexey Boyarkin
Dmitry Svistunov
Head of SEO and Development
Read more posts on my personal blog:
I have always been concerned about the issue of moving to a fundamentally new level. So that the indicators would grow not by 2 or 3 times, but by several orders of magnitude. From a thousand visits to ten thousand or from ten thousand to a hundred thousand, if we are talking about a website, for example.
And I know that such leaps are always the result of painstaking work in five areas:
Technical condition of the site.
SEO.
Collection of site semantics.
Creating useful content.
Working on conversion.
And at the same time, every manager needs an increase in sales and the number of applications from the site at the moment.
To get this growth, download our step-by-step template for increasing sales from the site:
Download template
Already downloaded
153114
Ways to improve the effectiveness of direct sales
There is a wide range of methods/techniques that can be used to interest the buyer and convince him to buy the product. The stages of direct sales include different strategies:
Creating urgency. This does not imply a threat, but rather an indication of a limited supply or end of a promotion.
Impact by mass. Many people respond to the "herd effect", so there is a tactic associated with "general popularity", where you tell the customer that many people already have the product. Sometimes in direct sales, they emphasize that the product is only available to a certain group.
Working with price. Many may refuse to buy after learning the cost. It is important to be able to justify it gradually during the presentation and emphasize the advantages of the deal, regardless of the price. And you need to learn to understand the cost, for example, distributing the price of the product over the period of its use.
Comparison: Comparison with competitors' products can be useful, but the emphasis is on your own strengths, not on the weaknesses of others.
Demonstration of results. Showing how a product or service works is a key technique in direct sales. If the product cannot be demonstrated, you can refer to reviews from customers who have already made a purchase.
To promote a product, you can use cold contact - talking on the phone with a stranger, or hot - a personal meeting. However, direct sales methods when communicating with a client are not limited to these options. It is important to select and combine them depending on the situation and type of product or service in order to convince and interest a potential buyer.
It is possible to promote a product during meetings that happen by chance. This method is not widely used, is not singled out as a separate group, but plays a significant role, since a large number of successful transactions occur precisely during random contacts. Research shows that random transactions can make up from 5 to 25% of the company's total turnover - a rarity in the context of other sales methods.
Let's say the agent's task is to convince kuwait phone number the client to insure his luxury yacht. How can the Sandler method be used in this case? Presenting statistical data on risks in different situations (theft, breakdowns, collisions due to storms, fires, etc.) helps here. It is important to emphasize the specific amounts of potential losses. They can be significant and exceed the cost of the most expensive cars. It is necessary to convey to the client what awaits him without insurance so that he understands the need for this service.
The next step is informing about the size of future payments and the conditions for their implementation. It is important to find out from the client whether there are funds to purchase insurance (they may not have them), and to check the correctness of the legal aspects of property ownership. If the client immediately refuses, it is worth switching attention to the next one, without insisting on concluding a deal.
How to achieve multiple growth in traffic and sales from your website?
Alexey Boyarkin
Dmitry Svistunov
Head of SEO and Development
Read more posts on my personal blog:
I have always been concerned about the issue of moving to a fundamentally new level. So that the indicators would grow not by 2 or 3 times, but by several orders of magnitude. From a thousand visits to ten thousand or from ten thousand to a hundred thousand, if we are talking about a website, for example.
And I know that such leaps are always the result of painstaking work in five areas:
Technical condition of the site.
SEO.
Collection of site semantics.
Creating useful content.
Working on conversion.
And at the same time, every manager needs an increase in sales and the number of applications from the site at the moment.
To get this growth, download our step-by-step template for increasing sales from the site:
Download template
Already downloaded
153114
Ways to improve the effectiveness of direct sales
There is a wide range of methods/techniques that can be used to interest the buyer and convince him to buy the product. The stages of direct sales include different strategies:
Creating urgency. This does not imply a threat, but rather an indication of a limited supply or end of a promotion.
Impact by mass. Many people respond to the "herd effect", so there is a tactic associated with "general popularity", where you tell the customer that many people already have the product. Sometimes in direct sales, they emphasize that the product is only available to a certain group.
Working with price. Many may refuse to buy after learning the cost. It is important to be able to justify it gradually during the presentation and emphasize the advantages of the deal, regardless of the price. And you need to learn to understand the cost, for example, distributing the price of the product over the period of its use.
Comparison: Comparison with competitors' products can be useful, but the emphasis is on your own strengths, not on the weaknesses of others.
Demonstration of results. Showing how a product or service works is a key technique in direct sales. If the product cannot be demonstrated, you can refer to reviews from customers who have already made a purchase.
To promote a product, you can use cold contact - talking on the phone with a stranger, or hot - a personal meeting. However, direct sales methods when communicating with a client are not limited to these options. It is important to select and combine them depending on the situation and type of product or service in order to convince and interest a potential buyer.
It is possible to promote a product during meetings that happen by chance. This method is not widely used, is not singled out as a separate group, but plays a significant role, since a large number of successful transactions occur precisely during random contacts. Research shows that random transactions can make up from 5 to 25% of the company's total turnover - a rarity in the context of other sales methods.