Stop Helping Your Prospects Lower Your Prices

Before you choose to answer your prospect’s “how much” question, consider if you are unintentionally helping your prospect lower your prices.

While a common trick of the amateur salesperson is offering increasing discounts to win business, I haven’t met a professional salesperson who uses this tactic. Unfortunately, the professional salesperson can still be guilty of helping their prospect lower their prices by “anchoring” their prospect. Read more on the Sandler Blog.

Who's Bossing the Boss?

When you're the boss, who makes sure you do all those important things that you hate to do?

When you’re the one in charge, who kicks your butt when fear or procrastination run rampant? Who insists you meet with an intimidating customer? Who makes you cut loose an unprofitable product line? Here’s how you can make sure the right people are bossing the boss from Inc.com.

Or you can always hire a coach?

Advanced Sales Strategies

Do your selling strategies work against you? This Full-Day Sales Boot Camp is a complete overview of our selling system for improving productivity and outperforming sales goals, Oct 17th.

Are you fighting unnecessary uphill battles?

Whether you are simply attempting to "get your message across" or struggling t persuade a prospect that your product is the best for thier situation, it can sometimes seem like you're fighting an uphill battle.

Problems occur when there is a conflict between what your prospect wants and what you want to deliver. When you favor and focus on the outcomes you value, rather than concentrate on what your prospects want and thier priorities, you create the "hill" that make the journey toward a completed sale unnecessarily difficult. Read on in the Sandler Brief.

Networking Works!

Are you tired of wasting time wih people who never buy in your groups and organizations? Networking works when you can build higher level relationships and build your business though qualified referrals. Learn how in this 4-week course.