1. presented by
stricklandgroup.sandler.com Vince Esposito

2. Sequence of
Our Time Together
Separate Know Your
yourself from Audience
the crowd
Change the Active listening
Dynamic

3. It Is Not About You!
• Largest Complaint Harvard Business Review Study
 “Sales people do not listen ”
• Know Your Audience
• Pattern Interrupt
• Active listening
 Paraphrasing
 Restatement
• 3 Elements of communication

5. It’s Not About You!
• 30/70 Rule! “About Them” Not Me!
• Take Off Pressure Don’t Be So Eager
• Know your audience
• Your value as a sales professional (and
ultimately your success) is determined more by
the amount of information you gather rather than
by the amount of information you dispense

6. The Art of Upfront Contracting
(UFC)
• The UpFront Contract is all to your
advantage
• Interrupts the pattern – throws the prospect
off balance
• Gives you control – the prospect is
comfortable and feels in control
• It is Painless, Honest & Effective

7. Elements of A UFC
Contract
A “appreciate” your time
N naturally you have ?’s of “me”
O obviously I have ?’s of you”
T typically 2 things happen Thank You
Client
No is OK! Agenda
Or we decide next steps
Next Steps
Rule: Begin and end every
Meeting with an UFC! Productive Your
Agenda

8. Elements of Communication
• Words __%
7
• Tonality 38
__%
• Body Language 55
__%

9. Know Your Audience
C D
Cautious
Dominant
Thinker
S I
Stable
Influencer
Relator

10. How to identify C – style: How to identify D – style:
• Precise, exact, analytical • Decisive, tough, impatient
• Logical, systematic • Strong-willed, competitive
• Quiet, does not express emotions • Demanding, independent
• Careful, formal, disciplined • Direct, does not listen
DO: DO:
• Give detailed information • Give immediate feedback
• Answer questions patiently • Concentrate on subject
• Give time to think and decide • Maintain result-orientation
DO NOT: DO NOT:
• Keep information to yourself • Frustrate his/her desire to take action
• Pressure for immediate decisions • Restrict his/her power
• Be too chatty • Spend time on non-essentials
Know Your
How to identify S – style: Audience How to identify I – style:
• Calm, steady, laid back • Sociable, talkative, open
• Careful, patient, amiable • Enthusiastic, energetic
• Listens carefully, sincere • Persuasive, spontaneous, impulsive
• Modest, indecisive, trustworthy • Emotional, talks more than listens
DO: DO:
• Slow down, take your time • Show enthusiasm, smile chat
• Provide assurances and support • Focus on the positive, make it fun
• Give enough time to decide • Let him/her talk
DO NOT: DO NOT:
• Be restless, pressure for action • Put down his/her enthusiasm
• Make sudden changes • Focus on the details
• Fail to deliver on the promises • React negatively; remain positive
Copyright 2005 –Extended DISC N.A. Inc

11. Ineffective Listening Habits
• Lack of focus – your thoughts are elsewhere
• You think you know what will be said next
(finish sentences)
• Feel you already know the situation before
they tell you everything
• No signs of listening (Non Verbal Skills)
• Distracted – by the environment
• Thinking about what you are going to say next

12. Active Listening Phrases
• It Sounds Like…
• What I hear You Saying…
• Let Me Make Sure I have this clear…
• I want to make sure we are on the same
page…
• Just so I understand let me repeat what I just
heard…

13. Establishing Relationships
Clients are more knowledgeable and less trusting
Know your audience
What people remember
People want to be heard and understood
All things being equal, people will do business
with, and refer business to, people they

14. It’s Not About You –
Key Strategies
• Get client comfortable
• Know your audience
• Start having 30/70 meetings
• Take the pressure off (UFC)/Pattern
Interrupt
• People buy from people they know, like
and trust.

15. Sandler Training
• Our Clients Say It Best:
• “"After more than a decade of working together, Sandler's superb sales and
sales management training programs continue to deliver the edge we need.
Your most recent prospecting seminar produced another big surge in
appointment levels for the attending regions. Sandler's overall training efforts
continue to earn an astounding 93 percent approval rating!"
• “Put simply, Sandler makes our sales personnel look very different to
prospects than our competition, which are using a potpourri of classic sales
pitches.”
• "What the Strickland Group and Sandler taught us was to really take charge of
the sales process. We wanted the sales team to own it and set the marks and
Sandler has helped tremendously!"
• WWW.STRICKLANDGROUP.SANDLER.COM
• vespo@sandler.com Phone # 502-454-5454 Ex 3