Archive for March, 2011

How Prepared Are You?

March 24th, 2011

A client recently shared about a road trip he and his boss had taken to do walk-in calls. The salesperson was being encouraged to start going further afield to look for new business opportunities so he created a list of potential companies and off they went. The boss was essentially going for the ride to be of support so he allowed things to unfold as they did. (more…)

Sales Tips: Sandler Rule #16: Never Ask For The Order, Make The Prospect Give Up.

March 14th, 2011

Why Do We Accept Lies From Prospects?

March 8th, 2011

A prospect has agreed to meet with you and indicated they are genuinely interested in your product or service. You arrive at the meeting and spend 40 minutes with the prospect sharing how your product can solve their problems, which they’ve just shared with you. They are very impressed with you and all the features and benefits that you’ve shared… (more…)