Many salespeople are too eager to make presentations – are you? They view them as opportunities to establish the value of their products or services by demonstrating their unique aspects. You can’t establish value, however, until you have determined which aspects, if any, are relevant to the prospects’ situations. The real purpose of presentations is[…] Read More
The post What’s the rush? appeared first on Sales Training Blog | Sandler Training.
Read moreRecently, you probably invested a lot of time and energy putting together a presentation of your product or service. You crafted your presentation, dotted all the “i”s, crossed all the “t”s, covered all the bases, and answered all of the prospect’s questions. But, instead of a buying decision, you only received a stall, a put-off,[…] Read More
The post Who is Wrecking Your Business Now? appeared first on Sales Training Blog | Sandler Training.
Read moreEveryone knows someone. Actually, everyone knows several someones. Your customers – as well as the prospects you call on – have some contact with, or at the very least know of, people who can benefit from your product or service. Unfortunately, they are not programmed to automatically disclose the names of those people to you.[…] Read More
The post Earn Compound Interest on Every Call appeared first on Sales Training Blog | Sandler Training.
Read moreSalespeople invest time developing their pitch, formulating questions, and preparing responses to expected questions and objections from the prospect. They rehearse, refine, and rehearse some more. Unfortunately, for some salespeople, the preparation becomes a roadblock to their success. How? The salesperson meets with the prospect and delivers his well-crafted well-rehearsed message. But, instead of paying[…] Read More
The post Practice makes perfect…or, does it? appeared first on Sales Training Blog | Sandler Training.
Read moreA mistake too many salespeople make is not keeping in touch with former clients. It’s not uncommon for past clients to come to a point where they need your product or service again but don’t remember how to get in touch with you. They are more likely to have your competitors’ information handy. (Your competitors[…] Read More
The post Old Clients, New Business appeared first on Sales Training Blog | Sandler Training.
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