You Make the Call

Sandler Training

Sandler Training

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 your briefcase.  The prospect seems very interested.  This
may be easier than you thought . . .
Action:
Dummy up!  Your prospect is leading you down the path of free consulting.  Instead
of answering the barrage of questions, take control of the sales interaction.  Don’t ignore the
questions, but use reversing to begin asking questions of the prospect that will uncover the
pain and other information you will need to present a best-fit solution.  Keep your product
knowledge in check until you’ve taken your prospect through the Sandler Selling System .

For other tips like these, view our Library Page and download the Sandler Monthly Newsletters!

© 2010 Sandler Systems, Inc.

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