Don't Knock Your Competition

When you hear a prospect mention that the competition is failing, don't jump on the bandwagon. Knocking your competition may have the opposite effect than what you are hoping. Watch this video and discus it in your sales meeting this week.

Find more video tips at: http://www.effectivesales.sandler.com/sales-meeting-minute

The Monkey On Your Back

Some of us collect monkeys on our backs. We see a problem or are told about a problem and we take it on as our own. A co-worker complains about how hard it is to use the new accounting software and we spend hours documenting operating procedures to help him. A colleague tells us she doesn't write well and we offer to write the report for her.

Each time we do this, the monkey jumps off thier back and onto ours. Instead, listen to their complaint or challenge and then ask them how they plan to address it? This simple question reminds them of their responsibility and their initiative. Help them keep their monkey.

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What Do You Do when Prospects Want it All?

When considering the purchase of products or services, there is an inextricable connection between quality, price, and time. For instance, if you want a quality product delivered in a timely manner (or the benefits of the product to be realized quickly), then you must be willing to pay the price which may include time, money, and effort. If you’re not willing, you can opt to adjust one or both of the other elements—a lesser quality product (which may mean fewer features) or perhaps, a longer delivery time. Logically, that makes sense—everything remains in balance.

But, prospects typically don’t act logically. They want it all—quality products delivered in a timely manner—even when they’re not willing to pay the price.

So, what do you do to avoid the inevitable “price” negotiation?