Uvaro Week 9

Discussing Sales Methodologies this week:

Sandler’s Philosophies:

The Sandler Selling System

Sandler’s 3 Level’s of Pain

A salesperson should focus more on the 2nd half of Sandler’s rules.

Challenger Sales Model:

Mapping out the Demo Work Flow Assignment

Cold Outreach Class Assignment

Readings:

• 1960’s 10 Essential Selling Principles Most Salespeople Get Wrong
• 1980’s Solution Selling: The Ultimate Guide
• 2011 The Challenger Sale Model: How to Lead the Conversation AND A 5- Minute Summary of “The Challenger Sale” Book Your Boss Told You to Read
• 2016 IS SOLUTION SELLING DEAD? IS CHALLENGER SALES THE NEW KING?