Skip to main content
| Sandler Training | Richmond, VA | robin.green@sandler.com | 804-914-1723
 

This website uses cookies to offer you a better browsing experience.
You can learn more by clicking here.

Closing

The entry level requirements for any salesperson worth their salt is to have a positive, "Can Do" attitude. You must be optimistic, seeing a solution to every problem. But so does a negative attitude. And you Jon Gordon and Zig Ziglar aficionados stay with me. 

Joe Madden, then the manager of the Tampa Bay Rays, was being interviewed by a member of the media. Somewhere near the end of the interview, the reporter asked a great question.  

The ebb and flow of business. It seems that about every 10 years or so, the good times turn tough. Many of you have been through this before – though not exactly like this. Quarantine is becoming the new normal. “Social distancing”, a phrase that was new to most of us, is likely forever entered into our lexicon.

Ahhh, summertime. Sweet summertime. Sunny days, weekend adventures, time to enjoy the outdoors and do the things that we love to do.

Is your sales pipeline filled with Fairy Tales, Myths, and Legends? Do you have a hard time discerning what's real and what's not? Managers spend a lot of time helping their team manage the pipeline but it's often not productive. This short article will give you practical ideas on how to cut through the smoke and help your team close more deals. 

Hamish Knox, Sandler trainer and author, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful with body language. Get the best practices collected from around the world.

While many salespeople put forth great effort into mastering the art of presenting, a few key myths can hold people back from closing the sale. Below I’ve identified three common misconceptions about sales presentations and how to avoid them in order to close more business.

The more opportunities you have to interact with your prospects, the better, and the end of the year is an opportune time to reach out and reconnect with your clients and prospects to get in front of them prior to the new year.

Jody Williamson, Sandler trainer and author of the  Contrarian Salesperson returns to the podcast to talk about the decision step and how to deal with influencing factors and additional decision-makers.

Many salespeople are this time of year. When October, November, and December roll around, and you find yourself on edge because you’re a little (or maybe a lot) behind quota, please don’t do what most salespeople do. Don’t fall into the trap of thinking, “Well, it’s the end of Q4; let’s face it, that’s always a tough time of the year for me.”

As the New Year begins, it’s natural for sales teams to start thinking about ways to fine-tune their sales forecasting process. Below are some simple rules that will help you and your team improve the accuracy and efficiency of its forecasting.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

But, that’s exactly what many salespeople attempt to do when they engage with a new prospect. Typically, it plays out in one of two ways. Either the salesperson attempts to force his solution on the prospect (after nothing more than a cursory analysis of the situation), or he allows the prospect to dictate the solution (again, without a proper analysis of the situation).

The primary questions looming in the minds of prospects when they first talk with salespeople are, “What do you know about my company?” and “What do you know about my industry?”​ If, in the first few minutes of conversation, you don’t convey through your questions or comments that you understand something about the company’s goals or the challenges it faces, the interaction will be short-lived.  You’ll be perceived as “just another salesperson.” 

Do you talk too much?  Many salespeople do. How do I know that? Because I use to do it! But more significantly, when I visit a store and indicate my interest in something it seems the sales clerk takes that as a cue to talk too much.

Remember this rule when meeting with potential customers at your trade show booth:  The essence of selling is not telling; it is asking questions and sharing third party stories that will help your prospect self-discover his own need for your product or service.  People do not buy features and benefits; they buy solutions to problems.  If you want to stand out from your competition, stop overloading prospects with information and brochures.  Start asking thought and emotion provoking questions.

Having a big pipeline of “prospects” is typically seen as desirable. The more prospects you put into the pipeline, the more will eventually emerge as customers. At least that’s the theory. And the theory is partially true. Some of the people you put in the pipeline will become customers. The question is, “How many will be customers and how long will it take for them to materialize from the other end of the pipe?”

Reaching out to customers via mobile messaging has proven to be an effective strategy to grow both revenues and customer loyalty. If your business doesn’t run a mobile messaging campaign, then may be time to start.

Many sales organizations get caught up in the details of educating or convincing their prospect to buy. Some sellers might even ask “What do we need to do to earn your business?” and worry about what they can do to facilitate the buying process. “What do you see as next steps?” is another common question that salespeople ask. These sellers lose sight of the fact that it’s the prospect that needs to do something for a sale to happen.

Many sales managers attempt to manage their salespeople by “managing” their numbers. You can track numbers, but you can’t actually “manage” them any more than you can manage the weather. But, it is from the observation and analysis of the numbers that you can identify pathways for improved performance.

If you've heard the any of the following statements from prospects, then keep reading to learn more about how to determine when to walk away and when to continue investing time and energy. "I need to confer with other managers here." "I need more time to decide." "Call me in about a month."