Sandler

Aberdeen's research shows that the best sales training companies, like Sandler Training, integrate sales training and customer relationship management.

Aberdeen Group developed an online assessment tool, enabling users to find out exactly what their strengths and weaknesses are in their sales training efforts.

Last time we discussed the tension of wanting to rescue a prospect sales process. Now let's look at the situation between the buyer and seller as objectively as possible:

How do you convince someone to buy your product or service? Think about how you buy a product or service. Even the richest people in the world with "money to burn" do not buy for the sake of buying. Yes they can buy whenever or whatever they choose, however there is a reason that they buy. People love to buy, they just don't like to be sold.

Make sure your customers know when you put forth extra effort. Sandler Trainer Randy Hnatko explains Sandler Rule #32.

A client recently shared about a road trip he and his boss had taken to do walk-in calls. The salesperson was being encouraged to start going further afield to look for new business opportunities so he created a list of potential companies and off they went. The boss was essentially going for the ride to be of support so he allowed things to unfold as they did.

Make a mutual decision with your prospect. Sandler trainer Danny Wood discusses Rule #16: Never ask for the order, make your prospect give up.

A prospect has agreed to meet with you and indicated they are genuinely interested in your product or service. You arrive at the meeting and spend 40 minutes with the prospect sharing how your product can solve their problems, which they've just shared with you. They are very impressed with you and all the features and benefits that you've shared... They're happy with the delivery timelines, the after sales service that will be provided and once you send the proposal with the price they're sure they can get the rest of the committee to agree to move forward

I had an interesting conversation at a social event that made me recognize that I, along with people in general, seem to want to make decisions for other people. This is an interesting observation from a sales perspective and it's also applicable in our everyday lives. Let me share the story

Why do we think that by asking a question we'll hurt the prospect's feelings? What you need to remember is that that you are not responsible for how a prospect reacts to a question that you ask. Clients share with me daily the questions they've avoided asking for fear of upsetting the prospect. Sometimes they get frustrated with themselves because they feel they lost a sale or an opportunity of a sale because they lacked the guts to ask questions. They would rather bite their tongue than ask a question that they think might make the prospect uncomfortable