According to Sandler’s use of the principles of Transactional Analysis, your selling should be dominated by your Nurturing Parent ego state. The Nurturing Parent produces the most productive behaviours. Just as the label suggests, your Nurturing Parent ego state is warm, friendly and supportive. You can guide the prospect through the selling process without playing [...]
When uncovering pain, you move the prospect from the general to the specific – from the surface problem to the underlying reason and the personal impacts. That is why the Sandler Pain Funnel(SM) is just that, a funnel.
It takes the prospect from the “top”, a statement of the surface problem, through the examination of what [...]
Trying to sell someone on change is a waste of time if there is no reason for that person to make a change. The best, the only real, reason for a prospect to make a change is because he or she is experiencing pain. If you can’t uncover real pain with a prospect, getting to [...]
