Sandler Training

Believe it or not, your parents were wrong. Money actually does grow on trees.

Skeptical? Don’t be. Just be willing to ask yourself: what kind of tree? And the answer is: a referral tree.

Gabe got a text message from his sales manager, who had recently sat in on one of his sales calls. The text read: “People buy in spite of the hard sell, not because of it.”

That text surprised Gabe because he had never thought of himself as someone who subjected prospective buyers to a hard sell.

Think about the last time a complete stranger called you on the telephone or walked into your place of business and started selling their product or service.

How did that make you feel?

Jack lost a huge deal because of a sudden, ill-conceived emotional response.
After spending weeks preparing a presentation for Ryan, his biggest prospect, Jack was dumbfounded to hear Ryan say, five minutes into the talk, “The assumptions are all too simplistic here. This slide deck looks like something a five-year-old could have put together.”

Has this ever happened to you? You’ve finally obtained the appointment. You’re looking forward to meeting with the prospect and asking the questions you carefully prepared in order to qualify the opportunity.

Jane was having problems uncovering accurate information during her discussions with prospects. Her conversations during sales calls tended to be unfocused, and she spent a lot of time pursuing options that her prospects ended up rejecting. Her manager suggested she try something called Negative Reversing.

Anita asked her manager to take part in a “ride-along” on her first sales call of the New Year… so he could offer her some constructive criticism on the best ways to improve her selling technique. Anita was out to fulfill a New Year’s resolution: she was eager to identify one specific best practice that would help her improve her closing ratio. Her goal was to identify her greatest selling weakness early in the month of January, and then work to turn that into her greatest selling strength by the end of March.

Eileen, a brand-new sales hire, found herself struggling during her first week on the job. At her initial coaching session with Juan, her supervisor, she asked for some guidance on identifying promising lead sources. Instead of making suggestions about that, though, Juan decided to begin the process by asking a few basic questions.

Myra, a sales manager, scheduled a meeting with George, a salesperson who reported to her, to discuss his closing ratios. She was concerned about the high number of presentations George was making that were resulting in a “let’s think it over” response.

Mario was well ahead of his monthly quota, so he was surprised when Jane, his sales manager, asked him to set a higher sales target for the quarter
During their meeting, Mario smiled and said, “I thought I’d get a gold medal after the good month I just had – not a higher target!”