Sales Tips & Insights
Sandler sales tips and insights
Prospects Don't Know How to Buy
Leverage a sales process so that your prospects can understand how to buy from you.
People Don't Trust Sales People
Sales people have to establish authenticity so that clients and prospects are willing to discuss their real problems that they hope you can solve.
My Job is to be Silent
Discover techniques for actively listening to clients and prospects so that you can accurately understand the problem they are bringing you.
Be Honest About Fears Up Front
Legitimate fears should be covered with your prospect up front.
Summarize & Validate, Repeat
Take good notes, fix the notes, summarize those notes with the prospect, and then validate their correctness. Then do it again.
Up Front Contract Role Play
Are you effectively setting expectations for your sales calls to make sure you get tangible decisions and next steps? See Bill's role play model.
Video Tactic: Equal Business Stature
Set a process for approaching prospects on level ground so that you can identify problems and their solutions as equals.
Video Tactic: The Prospect's Biggest Fears
Learn how to get a prospect comfortable with sharing their biggest fears.
Video Tactic: Dealing With Everyone's Biggest Fears Up Front
Learn how to cover the fears both you and the prospect have about the engagement up front.
Video Tactic: When You Don't Get the Business
What your next step when you don't get the business?
Video Tactic: When The Art of Joke Telling is Dead
Want to learn more about how bonding can help create equal business stature?
Video Tactic: How Good are Most Sales People?
Want to learn how to rise to the top of the sales profession?
Video Tactic: Disarming Honesty
Are you being honest as a "move" or because it's the truth?
Video Tactic: Demonstrate Comfort With No
Do you view a "no" as a valued outcome of a sales opportunity?
Video Tactic: Up Front Contract
Are your prospects willing and able to have and engage in a meeting with you?
Video Tactic: An Eternity of Silence
Do you have a deep seeded need to fill pauses in the sales conversation?
Video Tactic: Most Prospects are Suspects
If a prospect isn't really a prospect, when would you like to know that?
Video Tactic: The Prospect Should be Willing to Talk
Are you passing or failing at bonding?
Video Tactic: How Are We On Time?
How do you relieve prospects of the fear that you might be wasting their time?
Video Tactic: Up Front Contract is About Truth
Are your prospects agreeing to tell the truth?
Video Tactic: The Salesperson's Biggest Fears
Are you getting your biggest fears about a sales call under control?
Video Tactic: Not Every Prospect is Qualified
If your time is valuable, then prospects need to qualify to use it.
Sales Tip Sandler Rule #7: You Don't Have to Like Prospecting
Watch as Sandler trainer Bill McCrary explains how to establish a productive mindset for your prospecting activities.