COMPLIMENTARY CHAPTER DOWNLOAD
Why People Buy
How to give people what they need so they want to buy from you.
Relevant to all salespeople from every industry and channel
Whether you're new to Sandler concepts or a Sandler expert, there's no better time to learn effective prospecting, qualifying, and selling strategies.
[AUTHOR] Greg Nanigian
Greg Nanigian plays an important role in Sandler’s worldwide organization, and is recognized internationally as a business development expert specializing in executive sales consulting and sales productivity training. A dynamic, enthusiastic speaker certified in the proprietary selling system developed by David H. Sandler, he informs, entertains, and motivates leadership and rank-and-file sales teams to achieve their full potential.
The real reason features and benefits selling doesn't work
Uncover what really drives sales as you interact with prospects.
Why ineffective, "traditional" selling processes don't turn conversations into closing contracts.
How to use "pain" to save valuable time by disqualifying prospects who aren’t going to buy.
Why presenting features, benefits, and free consulting early in the discussion can leave the customer in control of the relationship.