Why Prospects Won't Return Your Calls... And What To Do About It!

• Frustrated with the competition or your prospects?
• Tired of having to chase down buyers?
• Afraid you might not make 1st quarter quota?
• Are you worried about declining sales?

Join us for this action packed workshop uncovering the greatest barriers to growing sales and your team, why they occur, and how to overcome them.

Click here to join us Mar 7th!

Click here to join us Apr 5th.

Pain - A Retrospective

It’s been over thirty years since David Sandler introduced the concept of “pain” as the core element of a selling methodology—the Sandler Selling System®.  Pain represented the prospect’s collective reasons to buy a product or service.

Sandler chose the term not only for its connotation—physical discomfort, emotional distress, or something troublesome—but also for its relationship to one’s motivation to take action.  Psychologists note that people take action to either seek pleasure or avoid pain. Of the two, they suggest that avoiding pain is the bigger motivator.

Although the term has found its way into most selling methodologies being taught today, at the time, “pain” and (more importantly) the concept behind it was unique.

Read the rest of this entry »

Why your onboarding is contributing to your turnover

It’s estimated that the cost of recruiting, interviewing, hiring and onboarding a new salesperson costs a company between $75,000 and $300,000 per rep. Unfortunately for most companies, their onboarding program contributes directly to those new reps leaving.

Let’s pretend we’re watching a newly hired rep; we’ll call him Greg. Greg was highly successful with his last company where he sold to the same type of prospect as his new employer but to different contacts. Greg’s manager believes that his contacts from his previous company will generate warm leads to his new prospects.

On Greg’s first day he spends part of the morning with HR signing documents and reviewing company policies.

Read the rest of this entry »