Allowing them to say NO
gibsonam1 Last weeks lesson about giving permission for the customer to say “no” reminded me of my uncle and how he does not do this. When he finds someone he really…
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“Falling Back”
Jon Graber “If someone slaps you on one cheek, turn to them the other also. If someone takes your coat, do not withhold your shirt from them” (Luke 6:29). Sandler Rule #28,…
“Let’s Pretend”
“Thanks so much coming out today, would you be able to give me a price for the proposed work and we can go from there?” Coming from an interested prospect,…
Rule 27
allieo Sandler Rule 27 shares the importance of letting the prospect make their own conclusions. Asking questions, that frame the benefit of the product, allows the customer to reach their own…
The Power of Habit
smileycj1 This semester, I read The Power of Habit: Why We Do What We Do in Life and Business by Charles Duhigg. It was a book I had heard about for…
The Decision Maker, don’t get tunnel visioned.
broughersg1 There are probably whole books written about finding “the decision maker.” This makes sense, as a sales person, this the person who will say “yes” or “no” to your product…
Sell Past the Close | Success Plans
In his book Predictable Revenue, Aaron Ross discusses “sales, best practices.” One of his tips that caught my eye were what he called “Success Plans.” We have heard sales professionals…
Selling in the Family Business
Funyak It was great to hear from Mr. Nerlich last week. He had some very good insights on selling, life and family business operation. After class I began to wonder if…
Sales and the Commitment
WheelerAA1 Most people are not a fan of commitment. The idea of being “stuck” is scary. This can apply to just about anything- moving to a new place, finding a job,…
Sales and the Birch Tree
A few weeks ago in England, I met a charming lad from Germany. We got to talking and it was evident that he adored his home country. He began to…