Situation : You’ve been contacted three times by the Director of Warehouse Operations for a local manufacturing company. The first time he revealed that the company would be upgrading some of its materials handling equipment and requested a full-line catalog. In response to you request for an appointment, he explained that the company was only in [...]
In the normal course of business, things slip through the cracks. Sometimes those things are your prospects:
An appointment needed to be moved, but it was never rescheduled
You met someone at a networking event who said, “We should get together”, but an appointment was never set
Someone requested information, but you couldn’t immediately get them on [...]
Stop handling your prospects stalls and objections – eliminate them.
Start by identifying the most prevalent stalls, put-offs, and objections you receive from prospects.
To develop a strategy to eliminate them, examine the sequence of events that leads up to each particular stall or objection. Is there something you could have said, done, or asked that would have prevented the stall or objection from surfacing?
Once you’ve [...]
Repeat orders from your existing customers are getting you close enough to your monthly quota to keep your sales manager off your back. You are relatively happy with the predictable amount of your monthly commission checks. Life is good, or is it?
Your best customers are at the top of your competitors’ prospect lists.
Things could change overnight. You are [...]
Goal setting is a job.
It takes time and effort. The very act of
setting goals can be threatening to some people. They don’t
set goals because they are afraid they won’t fulfill them or
because they don’t know how to begin the process of goal
setting. Not only do these people deprive themselves of
success, they lack the guidance that [...]
Situation :
You’re in front of your prospect for the first time. He is asking you a lot of
questions about your product: How much does it cost? What is the installation time? What
kind of training do you offer? Is your product the latest in the industry? You have the
answers and a lot of literature in [...]
According to Sandler’s use of the principles of Transactional Analysis, your selling should be dominated by your Nurturing Parent ego state. The Nurturing Parent produces the most productive behaviours. Just as the label suggests, your Nurturing Parent ego state is warm, friendly and supportive. You can guide the prospect through the selling process without playing [...]
Situation: You are in front of a prospect who just doesn’t seem to be paying attention. As you talk about your product, he keeps glancing over to his computer screen to see what new emails have come in, then changing his focus to noise in the hallway, and the traffic in front of the window. [...]
When uncovering pain, you move the prospect from the general to the specific – from the surface problem to the underlying reason and the personal impacts. That is why the Sandler Pain Funnel(SM) is just that, a funnel.
It takes the prospect from the “top”, a statement of the surface problem, through the examination of what [...]
Trying to sell someone on change is a waste of time if there is no reason for that person to make a change. The best, the only real, reason for a prospect to make a change is because he or she is experiencing pain. If you can’t uncover real pain with a prospect, getting to [...]
