PRESENTATION UNDER THE WEATHER?Take Your Prospect’s Temperature! Have you ever been in the middle of delivering a presentation to a prospect ... when you noticed that he or she seemed to have completely tuned out of whatever it was you were saying? If you were delivering the proposal in person, maybe you noticed that the prospect’s gaze was elsewhere, or that his or her body language was closed-off. If you were talking to someone via Skype or join.me, perhaps you noticed that the prospect didn't pick up on your persistent verbal cues to join the conversation, or only offered short, polite responses. |
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15 Ways to Create a Comfortable Social Selling RoutineThere two kinds of people who create discomfort around social selling. These two groups are: Those who sell for a living, but are deathly afraid of being considered a salesperson. Those who sell for a living and have no idea about what professional sales actually involves. The first group is worried about being too pushy ... and the second group is too pushy. The first group doesn’t want to be mistaken for the second group ... and the second group doesn’t much care what prospects and customers think of the buying experience. Then there is a third group, much less numerous than the other two: The accomplished social selling professional. I’m often asked to define what an accomplished social selling professional looks like, sounds like, and behaves like. My favorite response to this question comes from Sandler trainer Mike Montague. His answer: Like a waiter. |
Start The Buyer’s Journey With An InvitationInvitations are the keys that unlock the door to the buyer’s journey. Rarely, will you have a product or service so good that people are beating down the door to get to it. And, by now you know that trying to shove people through the door, trick them with sales or marketing tactics, or interrupting their live by throwing the door in front of them simply won’t work. Invitations are a magical exception to the interruptive marketing rules. |
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No Soliciting WorkshopAttracting AttentionMay 11th, 3-5pm, @ Sandler Training People hate interruptive advertising and pushy salespeople. How do you attract attention with out tooting your own horn or turning people off? We'll discuss special strategies to promote your business with peddling, pushing or price-cutting. Click here to reserve your seat in this complimentary workshop. |
Why You Will Want to Adapt Your 30-Second CommercialAll salespeople with a small amount of experience have a 30-second commercial (a.k.a elevator pitch, popcorn introduction, etc.) down pat. And that’s the problem. Ideally, a 30-second commercial gets us a conversation with a decision maker, typically an executive. However, sometimes we must deliver a 30-second commercial to a non-decision maker, typically a front line employee who will likely become our primary contact if we earn a prospect’s business. |
5 Simple Rules to Build a Sales Team that is Better, Stronger, and more ProfitableThink you have got the perfect sales team? No matter how successful your group, every team has room for improvement. Whether your team falls flat in a specific area or they lack motivation, putting the time into improving faults helps create a more cohesive, successful sales force. Work together and follow these 5 simple rules to build a strong, effective, and eventually more profitable sales team. |
SAVE THE DATE: Sandler Training Upcoming EventsYou may register to any public events listed below. Seating is limited to the first 25 to register for most events. |
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