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sales strategies

A good sales meeting generates ideas

Sales meetings can help you win more business, but if not handled well they can cost you time in front of prospects. 

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Getting the most out of LinkedIn can be a difficult endeavor. To help you succeed in building an informative and powerful profile, we have compiled a list of the 23 most important personal branding tips to use on this social networking website. Follow these helpful rules to stay relevant and create a lasting impression on LinkedIn.

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The explosion of social media has created lots of new opportunities for your company when it comes to sales prospecting. Utilizing the tools available to you can expand your business and be a source of continuous lead generation. Or it can cause a very embarrassing publicity nightmare. Here are five rules you should follow to cash in on social media opportunities and become a successful sales professional:

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If you’ve heard the any of the following statements from prospects, then keep reading to learn more about how to determine when to walk away and when to continue investing time and energy.

“I need to confer with other managers here.”

“I need more time to decide.”

“Call me in about a month.”

Have you ever talked yourself out of a sale? Selling is not about telling. It’s about helping the prospect relate to your product or service to the satisfaction of their wants and needs. It’s also about helping them discover needs of which they were previously unaware. How do you accomplish this? By asking thought-provoking questions and then listening, really listening!

Today I asked a group of salespeople to share something that they wished they’d said to a prospect when they had the chance. I explained they were in a ‘safe environment’ so it was okay to be honest. The comments were interesting. And when I say interesting, I mean somewhat reserved, restrained and polite.

How often have you been sitting in the car after a sales call, and you thought of something you should have done that would have been more appropriate than what you just did?

“I shoulda said...,” “I shoulda asked...,” “I shoulda...,” “I shoulda...,” “I shoulda...”

You make a mental note of the shouldas...and then what?


With everything else that goes on during the day, your shouldas become a distant memory—lessons that could have been learned, but were lost instead.

When is the toughest prospect to sell the easiest prospect to sell?

Give up?

The answer is simple: when you call on him.

Some buyers acquire a reputation for being tough, overbearing, demanding—just plain impossible to deal with. And guess what? Salespeople stop calling on them. Why put themselves through the abuse? Why endure the indignity? Why indeed, you may be thinking.

Hot off the presses...the Fall Edition of The Sandler Advisor. Click here to read.

Please enjoy this newsletter excerpt, highlighting when and how to talk about money
with a prospect.

The Two-Minute Coach
By Howard Goldstein, Sandler Corporate

Today’s question comes from Tracy, the owner of a graphics design company for which she does most of the selling. This is how she explains her problem:

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Many salespeople believe that they should respond to all proposal requests that come across their desk where the scope of work falls within the capabilities of their companies. It's easy to see the allure. Working on an opportunity that "fell out of the sky" is far more desirable than "beating the bushes" to turn up an opportunity.

Desirable, yes. But, is it smart?

Responding to a request for a proposal (RFP) carries with it associated costs. What are they?