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SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.

com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
The Buy-in Formula
SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
Lack of
engagement
Delays
Buy-in
Competition
SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
Your
interests
SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
4. Distractions
& Delays
The Dance
Seller
Buyer
3. Avoid
Commitment
2. Ask
questions
1. Closed &
Guarded
1. Generate
Interest
2. Pitch the
Idea
3. Get a
Decision
4. F .. U
SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
Its Over
SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
Generating Interest
Sellers
World
Buyers
World
SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
Generating Interest
SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
Generating Interest
SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
Generating Interest
SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
Generating Interest
SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
Generating Interest
SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
Generating Interest
SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
Generating Interest
SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
Generating Interest
SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
Generating Interest
Buy-in
Zone
PROBLEMS -

OPPRTUNITIES
I GET IT!
SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
COMPELLING
REASON(S) TO
TAKE ACTION
SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
Present Future
Problem
Opportunity
1
2 3
4
COMPELLING REASON(S) TO TAKE
ACTION
SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
Present Future
Problem
Opportunity
C
u
r
i
o
s
i
t
y
COMPELLING REASON(S) TO TAKE
ACTION
Avoid
Invest Leverage
Get rid of
SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
Emotion Logic
SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
Pain Discovery Chart

Feature Benefit Problem/Challenge / Loss
Addressed by the Project -
Initiative
Question / Statement /
Story to Test Buyers
Problems & Concerns

























SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
The
Discovery

Conversation
Intellectual
Reasons
Motive
Yes -

No
Logic
Emotion
SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
Intellectual
Reasons
Motive
SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
Buy-In
Logic Emotion X
Effort Resistanc

e
+
SalesAboutFace Inc.authorizedlicenseeofSandlerTraining|www.aboutsales.sandler.com
10 years improving the long term performance, sales production and financial success of deserving Canadian businesses and sales professionals.
TerryLedden
ManagingPartner
SandlerTraining
tledden@sandler.com
Twitter:@TerryLedden

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