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

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Qualifying

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.

Troy Elmore, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at dealing with the competition and selling a crowded marketplace. Get the best practices collected from around the world.

Listen Time: 21 Minutes

At Sandler Training, we believe in not solely talking about features and benefits during your sales call, but rather focusing on the prospect’s needs. However, there is a time for presenting, once you have qualified the opportunity. Once a prospect is fully qualified in Pain, Budget, and Decision, then it is time for you to make the presentation, and you want to make that presentation as persuasive as possible.

If your goal is to find more prospects, get more and better referrals, and make more commission dollars in 2016 than you did in 2015, consider upping your social selling game. Here are four quick tips that will help you to avoid some common mistakes online.

Does this sound familiar to you? Prospect A says, "This looks very good. I think there's an excellent chance we'll do business." The salesperson thinks, "I've got one." Prospect B comments, "Your price is higher than we expected." The salesperson thinks, "I'll have to cut the price to close the deal." Prospect C reveals, "We were hoping for a shorter delivery time." The salesperson thinks, "I'll have to push this through as a rush order to get the sale."e