How often have you been sitting in the car after a sales call, and you thought of something you should have done that would have been more appropriate than what you just did? “I shoulda said…,” “I shoulda asked…,” “I shoulda…,” “I shoulda…,” “I shoulda…” You make a mental note of the shouldas…and then what?[…] Read More
The post The 89-Cent Solution appeared first on Sales Training Blog | Sandler Training.
Read moreWhen is the toughest prospect to sell the easiest prospect to sell? Give up? The answer is simple: when you call on him. Some buyers acquire a reputation for being tough, overbearing, demanding—just plain impossible to deal with. And guess what? Salespeople stop calling on them. Why put themselves through the abuse? Why endure the[…] Read More
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Read moreHow does a screenwriter create one movie that’s a box office blockbuster and another that’s a flop? How does a playwright write one play that runs continuously for years and another that opens and closes in the same night? How does an author write one novel that’s a number one best seller for 26 weeks[…] Read More
The post Blockbuster or flop? appeared first on Sales Training Blog | Sandler Training.
Read moreMany salespeople believe that they should respond to all proposal requests that come across their desk where the scope of work falls within the capabilities of their companies. It’s easy to see the allure. Working on an opportunity that “fell out of the sky” is far more desirable than “beating the bushes” to turn up[…] Read More
The post All RFPs are not created equal appeared first on Sales Training Blog | Sandler Training.
Read moreI read an article recently that slammed sales people for using the “hard sell” tactic of asking for a decision at the end of a presentation. To paraphrase David Sandler, don’t make presentations without a prior commitment to make a “no” or “yes” at the end of the presentation. Two valuables a sales person possesses[…] Read More
The post Asking for a Commitment Isn’t a Hard Sell Tactic appeared first on Sales Training Blog | Sandler Training.
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