Practice makes Perfect
CascianiDA22 Over the last week, I’ve been interacting with sales a lot more than I usually do. My friend has been given the opportunity to do door-to-door sales in Boston this…
CascianiDA22
Decision Making Process
In sales, selling to the right person is key to closing the deal and having a successful interaction with the prospect. Sandler rule #36 “Only decision makers can get to…
Thrid Party Stories
Sometimes a more indirect way is key to closing the deal. This is expressed in rule #45: express your feelings through third-party stories. Making yourself come off as less threatening…
The Importence of Rule 14#
Sandler Rule 14#: A Prospect who is listening is no prospect at all – why salespeople need to understand this In my view, Sandler Rule #14 might be the most…
Answer every question with a question
Sandler rule 12# Answer every question with a question – so you can figure out the prospect’s intent. Learning to also keep the conversation on your terms is key to…
The Importance of Shutting Up
Sometimes in life, you have to learn to shut up. When it sells you have to learn of the rule of letting the cutometer talk, and you, although talking about…
Selling is a whole ordeal
Selling is a journey. Success in sales is often a result of experience and time spent in the industry. Every successful salesperson started at the bottom and, along the way,…
Making a customer feel as ease.
Starting a conversion is something we do on a daily basis, so it piqued my interest when in one of our past classes we talked about some ideas of a…
How Empathy plays in a sale
At first glance, empathy isn’t the typical trait associated with sales. Often, people link sales with characteristics like extroversion, greasy, and overall, just foul people to interact with. However, empathy…
losing a customer
Uh oh, looks like you lost a client! Don’t worry though, let’s examine why that might have happened. First thing is first, take a step back and take a look…