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Prospecting

The TACTIC: Answer every question with a question, but soften it first.  You cannot read minds. Unless you reverse the question, you have absolutely no idea why it is being asked. Knowing why the question was asked will ultimately help you sell more efficiently.

The TACTIC: Understand the process of failure and let it work.  If you have failed, and then learned why you failed, you are 99% closer to increased success.

The TACTIC: When setting appointments, always get invited in. NO BEGGING!  Beggars do make some money. Non-beggars make more money. Which would you rather be?

The TACTIC: Don't spill your candy in the lobby. Every salesperson knows that “send me some literature” is a brush-off. Yet most salespeople send the literature anyway. Why? If the prospect doesn’t have the time for you, he will NOT have time for your literature.

The TACTIC: Prospects should never be rescued. Remember, prospects who buy will always rescue themselves without any help from you. Your job is to make sales. You were not hired to be a lifeguard.

The TACTIC: Know what you changed. If the change you made doesn’t work out, sit down and make sure that you really changed what you thought you did. Almost always you will find that what was changed isn’t what you intended.

How to Succeed at Trials and Demos | Sandler Training | Franchise

Trials and demos can be an important part of your sales cycle, especially in the enterprise space, but as one long term Sandler client is “don’t unintentionally lengthen your sales cycle.” If your buyer wants to buy and you’ve properly qualified them close the sale instead of pushing back closing, and opening yourself up to your sale going sideways, but offering a trial that wasn’t requested.

How to Succeed at Trials and Demos | Sandler Training | Franchise

Trials and demos can be an important part of your sales cycle, especially in the enterprise space, but as one long term Sandler client is “don’t unintentionally lengthen your sales cycle.” If your buyer wants to buy and you’ve properly qualified them close the sale instead of pushing back closing, and opening yourself up to your sale going sideways, but offering a trial that wasn’t requested.

The TACTIC: Know who your clients are. Customers, if given the choice between buying from a stranger or buying from someone they know, will always buy from someone they know.

Potential buyers of your product or service – like the rest of us – spend a lot of their time online. This gives rise to a question: What are the best ways to engage with them when a voice to voice or a face to face conversation isn’t a possibility? Here are five simple, effective steps you can follow.