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sales process

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: 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.

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.

Four Lessons for New Sales Professionals | Sandler Training | Franchise

One of the most fun questions I like to ask salespeople is: “How did you find yourself in sales?”  The answer is always an interesting one because I never hear the same answer twice.  What’s the fastest way from point A to point B?  A straight line, of course.  But a straight line is not something that salespeople have the luxury of having in their careers. It’s full of twists and turns, and highs and lows.  We need to be able to roll with the punches and keep a strong positive mental attitude toward our roles.

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.

Three Ways to Use Technology to Support Your Sales Process.jpeg

This is a truly amazing period of history for sales professionals. The information tools that help us to identify, connect with, and sustain ongoing relationships with buyers are more powerful than ever, and they allow us to do things few could have imagined just a few years ago. But there's a challenge we all face: We mustn't let the extraordinary technology we now have blind us to the importance of having a clear sales process.

Three Reasons to Set and Follow a Behavioral Plan.jpeg

What is the ideal mix of daily and weekly activities – the mix that best supports our income goals? We should know. If we have a personalized daily “recipe” for daily and weekly progress toward key activity benchmarks, also known as cookbook or a behavioral plan, we can identify exactly how many dials we need to make, how many conversations we need to have, how many referrals we need to ask for, and so on… every single working day.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler Selling System.