Sandler Blog

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The TACTIC: Feel the prospect’s emotion.

By Sandler Training / September 28, 2017

Some people may need to feel that buying from you feels right. Make sure that you let them.

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The TACTIC: Be a sponge.

By Sandler Training / September 15, 2017

By you asking questions, based on what the prospect says, you assist the prospect out of uncertainty and insecurity. He rescues himself. As a result, he feels you aren’t pushy, overbearing, or only interested in his money. You become a sponge to his concerns.

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