Sandler Blog
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Here are some of the key questions we coach salespeople to be prepared to ask in the initial phases of a conversation with a prospect.
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Mike Montague interviews John Rosso, award-winning Sandler trainer and author of the best-seller, Prospect The Sandler Way and the new book with Mark McGraw called 21st-Century Prospecting.
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When you’re in the middle of a prospecting discussion – that is, when you’re initiating the first real-time voice-to-voice engagement with a possible buyer – what is your goal?
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These days, everyone is using online resources to initiate early prospecting discussions via digital media. Which is part of the problem.
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Just as it doesn’t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist.
Read More![How to Succeed at Email Marketing [PODCAST]](https://www.sandler.com/wp-content/uploads/2020/12/How-to-Succeed-at-Email-Marketing-PODCAST-1-300x200.jpeg)
Mike Montague interviews the Email Marketing Heroes, Rob and Kennedy, on How to Succeed at Email Marketing.
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Everyone wants to know what business closed today. Or this week. Or this quarter. But is that really all we should be asking? Make no mistake. These are all critical key performance indicators (KPIs). It’s worth noticing, though, that what closed today, this week, and this quarter all are lagging indicators. Arguably more important in…
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