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Clydesdale Performance Management Inc. | Hamilton, ON | 905-963-1339
 

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Prospecting & Qualifying

Mike Montague interviews Brian Jackson on How to Succeed at Your 30 Second Commercial. Brian is an award-winning Sandler Trainer in San Diego, CA.

 

Just as it doesn’t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist.

 

Mike Montague interviews the Email Marketing Heroes, Rob, and Kennedy, on How to Succeed at Email Marketing. They are the founders of ResponseSuite for survey-based email marketing, hosts of the Email Marketing Show podcast, and course creators who help DIY marketers learn how to concur email marketing.

Everyone wants to know what business closed today. Or this week. Or this quarter. But is that really all we should be asking?

 

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

 

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

 

 

What’s the least comfortable you’ve ever been during a discussion with a prospect?

We've all been on sales calls where things have gotten a little awkward. It is probably not difficult at all for you to recall a time when the prospect you were talking to was acting uninterested…or maybe even a little bit hostile. How did you respond? How would you respond if you found yourself in such a situation again?

When a discussion started going south and seemed unlikely to improve, maybe your first inclination was to thank the prospect for his or her time, shake hands, and end the meeting. Here's some advice. Don't.

Mike Montague interviews Hamish Knox on How to Succeed When the Sale Goes Sideways.

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?

Have you ever gone out shopping for something and run into a salesperson who was a little too eager to show you exactly what you were looking for?

We’re going to tell you how to get there by sharing what’s working for the most successful companies and why based on the results of Sandler Research Center’s Report: The Hunt for New Clients.