Sandler Blog
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If your boss tells you to pay attention to what this salesperson is selling, you probably will. If someone two levels down tells you to pay attention to what this salesperson is selling, you’ll probably get around to it eventually. If you are the salesperson in question, which situation is better for you?
Read MoreThere is nothing wrong with putting bigger and bigger commission checks in your bank account unless you’ve decided that your job is to meet quota.
Read MoreWhen a prospect, or a customer, asks you a question about the product that goes beyond the basics, don’t answer the question. Instead, take the question and reverse it.
Read MoreProspects have been making salespeople give up increased commissions and sales for years… are you going to continue to help them?
Read MoreLulls in conversations are not bad, and there is no reason for you to fill them in.
Read MoreThe TACTIC: Now that it’s over… Most people really want what they have been told they can’t have — especially qualified prospects.
Read MoreGiving the prospect a way to see the future often helps the prospect buy today.
Read MoreA magic wand gives the prospect a safe way of telling you what you need to do to make the sale.
Read MoreThe prospect sells herself and you are there to make it happen.
Read MoreBob, a floor salesperson who really believes in pushing the sale along, had spent enough time to learn exactly how the prospect was going to use the product.
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