Avoiding Surprise in the Sales Process: Up-Front Contracts
David Surprises can be fun. As a child, you probably looked forward to your birthday with great anticipation. If you’ve ever had a birthday or Christmas present spoiled beforehand, you know…
Sandler’s Third Rule
Sandler Submarine 1/2
Annie Grace Smith Part 1/2 In class we have been discussing the Sandler Submarine and his seven steps for that method. Sandler’s method does not focus on the old-fashioned ABCs of thinking of…
The Importance of Properly Pinpointing Prospects’ Pains
gillettebt17 In the Sandler Method for sales, one of the most important areas of concern is identifying the pain points of the prospects. Not only does this allow you to discern…