Sandler Training

Your job is to set yourself apart from the competition. If you’re selling in the traditional way, by emphasizing features and benefits, the only thing setting you apart is the company name on your business card – and maybe your winning smile. Let’s face it though, you need more than that!

Many salespeople use the presentation phase for educating the buyer about what we do and what we offer. Does that really make sense strategically?

Buyers don’t necessarily tell salespeople the whole truth about their reason to purchase. They either haven’t established trust with the seller, they don’t know what their real issue is, or the issue is just the symptom and not the real problem. Slow down the meeting and ask questions that will uncover the root of their problem.

How many times have prospects told you, “I need more time to make a decision”? Too many? In those situations, it’s easy to blame the prospect for being indecisive, uncommitted, and a procrastinator. But does the prospect deserve all of the blame? Shouldn’t some of it fall on the salesperson’s shoulders? Perhaps the major share?

Have you ever been on a sales call and get the sense that the other person has checked out of the discussion? We’ve all been there. Don’t fail into the prospect’s trap and help them end the meeting! Now is the time to follow the Sandler Rule, “If you feel it, say it.” Here’s how to uncover their issues.

The best presentation that you’ll ever give is actually the one that the prospect never sees.

It is only natural that you would look forward to delivering that killer presentation you’ve been working on. You’ve spent hours on it. You’ve picked the perfect music for key slides. You’ve chosen magnificent pictures, included a couple of cool animations, and you have great transitions popping in and out. It looks awesome. But there is one big problem.

Salespeople often believe that ABC (Always Be Closing) is the first rule of sales. Not so. Sales Professionals know that constantly asking for the order makes them a pushy salesperson. Instead, pros ask the right questions at the right time to guide the prospect in establishing the next steps in the sales process. Prospects will either move toward closing themselves … or disclose their hesitancy, issues, or where problems still lie.

What’s a “big opportunity” in your world?

Do you sell into the enterprise sales world with long sales cycles, multiple decision makers, and considerable investments of time and resources?

This six-stage model for pursuing and winning such opportunities is worth studying, understanding, and implementing if you are tasked with generating revenue in the enterprise sales environment.

Money actually does grow on trees. Referral trees. Closing a referral is roughly five times easier than closing a brand-new opportunity with whom you have no shared connection.

Most of us are taught as kids to politely answer questions from authority figures. But in our professional lives, effective questioning uncovers the real intent behind a question. This uncovers information that helps you to prepare in moving forward or moving on.