Archive for the ‘Presentations’ Category

Top Reasons to Attend the Sandler Client Summit

February 19th, 2014

A few years ago Sandler Training made the decision to host an annual event that brings together trainers and clients from around the world for two days of intensive training. With high-energy keynote speakers, wisdom from Sandler leaders and the option to attend breakout sessions of your choice, the 2014 Sandler Client Summit is looking to be another successful and insightful professional getaway.

If you’re on the fence about attending or are ready to get energized about the upcoming Summit, take a look below at the top reasons to attend the 2014 Sandler Client Summit in sunny Orlando, Florida.

Force your personal development. There’s a reason companies take associates offsite and out of town, and it’s to get away from life’s everyday pressures and stresses and focus on to personal development and growth. By attending the Summit, you’ll have the time and opportunity to brush up on your skills and practice new strategies that you can implement immediately when you return to the office.

Swap stories. We all face difficult business decisions on a day-to-day basis. Attending the Summit puts you within arm’s reach of hundreds of other clients that can offer new perspectives and best practices for you to put in practice when you return home.

Experience a different Sandler perspective. Get a 360-degree Sandler experience by hearing the philosophy from Sandler leaders from all over the world. While President’s Club delivers countless benefits and solutions, there’s value in hearing how other Sandler leaders, trainers and clients experience Sandler Training.

Network. Take advantage of the multitude of mindshare that will be in the room. Like you, these people are visionaries in sales and management. The positive impact associated with connecting and making contacts with attendees will pay off tenfold in terms of knowledge, insight and perhaps even business down the road.

Still undecided? Take a look at what previous Summit attendees have to say about their experience here.

And for those who are ready to register, visit to reserve your spot today.

By: Steve Howell, Vice President of Operations at Sandler Training

What’s the rush?

October 24th, 2013

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 to confirm your ability to deliver the solutions prospects are predisposed to buy. (Tweet this!) How do you know what prospects are predisposed to buy? You determine it by thoroughly qualifying the opportunities.

Until you have learned the specific reasons prospects would buy your product or service (rather than a competitor’s), uncovered the resources they have available to make the purchases, discovered the criteria by which they will make their decisions, and (assuming you are willing and able to meet their decision criteria) obtained their commitments to make those decisions, you should refrain from making presentations.

Making presentations before thoroughly qualifying opportunities will almost surely guarantee that you leave those presentations not with decisions, but only prospects’ promises to “think it over.” (Tweet this!)

Who is Wrecking Your Business Now?

October 22nd, 2013

Recently, 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, or a request for some concession. At whom do you point the finger of blame?

You could blame the prospect for being indecisive or dragging his or her feet. You could surmise that a competitor made an eleventh-hour concession that undercut your offering. You might even suspect that the prospect used you to gather current information to use as leverage with his or her existing supplier. Any one of those situations might have occurred. But, isn’t that what buyers are supposed to do…negotiate or hold out for what they believe to be the best deal?

Rather than assigning blame, take responsibility for determining exactly what the prospect needs to see or hear to be comfortable to give you the business before you even begin to work on your presentation. Get the prospect to paint a picture of the “best” deal. (Tweet this!) Then get a commitment as to exactly what will happen when you come back with a presentation that exactly matches the picture. If the prospect is unwilling to commit to a buying decision, then it’s most likely not in your best interest to pursue the opportunity. (Tweet this!)

Practice makes perfect…or, does it?

October 8th, 2013

Salespeople 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 attention to the prospect’s reactions, he is running through a mental checklist of important points to cover. He misses the look of puzzlement on the prospect’s face. He doesn’t noticed the prospect casually glancing at phone messages.

At a strategic point in the presentation, the salesperson asks one of the preplanned “commitment” questions. Again, instead of focusing all his attention on the prospect’s answer, he is thinking about his response to an anticipated stall or objection. The meeting ends with the prospect promising to give the presentation some thought.

The salesperson deems the meeting a waste of time and blames the prospect for not paying attention…and not recognizing the obvious value he presented. He was so concerned about delivering his message as he rehearsed it, he missed the expression of skepticism on the prospect’s face. He never recognized the point when the prospect lost interest. He never had a chance to recover.

It’s OK to plan and rehearse your meeting. Practice, practice, practice until you have internalized the message you want to get across and the information you need to obtain – then let go. Sales meetings rarely go as imagined. After all, the prospect isn’t working from a script…and neither should you. If you’ve thoroughly internalized the information, you won’t have to worry about delivering it in a structured manner. You can direct your attention to your prospect and let the information flow based on the prospect’s interest and reactions.

A Proposal: To Send Or Not To Send

August 8th, 2011

By Carol Rosdobutko

Clients and prospects tell on a regular basis about 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:
1. The prospect asked for it.
2. ‘If I don’t provide the proposal I definitely won’t have a chance at getting the business.’
3. ‘I can show the prospect all the other things that I or my company can do for them.’
4. My proposal will give all the details of how I would solve their problems.
5. ‘I’m not great at asking questions – the proposal will cover the things that I’ve missed.’ (more…)

How Your Mom Prevents You From Networking Effectively

July 13th, 2011

By Hamish Knox

If you’re like most salespeople, you don’t know how to network effectively. Usually you’ll wing it, improvise, or spend time with colleagues or clients you know really well instead of engaging prospects.

When Iask, “why you don’t approach prospects at networking events?”, I’d get a lot of “I don’t knows.”What you don’t know, or don’t even realize, is your problem is mom.Specifically in influence the messages mom drilled into your head in your first six years like:

- Don’t talk to strangers

- Be seen and not heard

- What would you say if you did talk to them?


Don’t Let Your Seagull Become an Albatross

May 31st, 2011

By Hamish Knox

Have you ever killed a sale by bringing up an irrelevant feature to your prospect? Something you, or probably your marketing department, thought you prospect should know about before they signed up?

At Sandler, this is known as “painting seagulls in your prospect’s picture.” Unfortunately, your seagull can quickly turn into an albatross.


Finding That Compelling Reason – Part Two

May 9th, 2011

By Carol Rosdobutko

Last time we discussed the tension of wanting to ‘rescue’ a prospect sales process. Now let’s look at the situation between the buyer and seller as objectively as possible: (more…)