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Danny Wood Enterprises, L.L.C. | Rutherford, NJ | 201-842-0055

Sandler Training

What do you do when a buyer or a prospective buyer says something aggressive or confrontational? Forget about right and wrong. Forget about whose fault it is or isn’t. That’s not an effective way to communicate with the buyer. Fall back! Find something you can take ownership of and own it!

Failure is how we learn and grow. It's how we move forward. People often confuse role failure with self-confidence, self- esteem, or self-concept. Failure to obtain a meeting or close a deal is simply role failure. It’s not who we are. We may fail within a role, but we are always perfect and complete as human beings. Embrace your failure.

While there are several factors that contribute to success in the sales arena, there are five things you must have to maximize your potential and the results you achieve.

Salespeople describe on a regular basis how they spend 5 - 20 hours a week preparing proposals for business they are hoping to get. However, most of the time their efforts are unsuccessful.

Why are we compelled to provide proposals when our gut tells us we are wasting our time? Let's explore some of the reasons we feel inclined to provide proposals.

The salesperson who claims to “like” prospecting hasn’t ever done it. How can anyone “like” a process that produces such an arena for rejection? When salespeople say they like prospecting, what they might mean is this: “I don’t mind paying the price of prospecting to reach my objectives.”

There are 4 different communication patterns that exist, each defined by distinct strengths and characteristics. Understanding the DISC styles and knowing your own, will improve your communication with others. Allowing others to accommodate your communication style increases your credibility, which can build trust between you and those you communicate with. Learning to adapt your style to theirs helps build the rapport that leads to sales!

When we give buyers permission to get into our head, we can’t do our job as sales professionals effectively. If we allow ourselves to become emotionally involved in a discussion with a buyer, we give that buyer control over us. If a buyer tries to manipulate us, and succeeds, that’s not on the buyer. It’s on us!

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.

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