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Very often, managers who lead sales teams find themselves saying something like the following: “I have told them how to do X a hundred times, and it never seems to stick. I just don’t know what their problem is.” Or these managers may find themselves thinking, “Maybe I just hired the wrong person.” Very often, managers who lead sales teams find themselves saying something like the following: “I have told them how to do X a hundred times, and it never seems to stick. I just don’t know what their problem is.” Or these managers may find themselves thinking, “Maybe I just hired the wrong person.”

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: How do you suggest we do that? Fighting hostility does nothing to increase sales.

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.

The TACTIC: Will do it. Not could do it. Substitute “I will do it” for “I could do it” and see yourself in a whole new light.

The TACTIC: Only give a presentation to confirm an order. People in pain want relief; don’t get in their way of getting relief.

The TACTIC: Reachable & believable goals. If you always focus on how far you have yet to go, it will always belittle how far you have come.

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.