Closing the Sale
NicholsJL1 Many parts of sales are extremely important. Most would agree that the little details of sales are extremely important. You must be detail oriented. However, the goal of sales is…
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Why?
Traditional sales puts so much emphasis on what you are selling. The traditional salesman is very focused on what they are selling, but not focused enough on why. A product…
Failed Assumptions
I was reading a couple of articles recently that all seemed to focus on different topics, but with a similar root problem. They were all about warnings against people assuming…
The Budget
It is interesting in different industries, how much things can change. Customers in some industries tend to understand prices, while in others they find them to be very expensive compared…
Ignoring the Decision Makers
This issue has been brought up numerous times during class as it rightfully should. It is an extremely important topic that anybody in sales must understand and deal with. People…
Rule #14
In my opinion, Sandler rule #14 that states that “A Prospect Who is Listening is No Prospect at all” might be the most important rule that we have learned so…
Why Self-Identifying is important
You should be familiar with the Sandler rule by now that says you must learnt how to fail in order to win. Really this means that you need to be…
My Dad and Sandler Training
One of our books for this class, The Sandler Rules, is a collaboration of tips and rules taken from the system and training developed by David Sandler. This sales training…
The Atypical Salesman
Pretty much every one of us has an idea of what the typical or traditional salesperson looks like. Usually it is a man in a suit. More often than not…