Decision Makers
goliasmc21 Who is the main decision maker in a sales interaction? Our first instinct is to say that the prospect is the feature decision-maker in these scenarios. However, Sandler argues in…
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Core Concept #6
Sandler Rule #6 is not the first concept thought of in sales situations because it pertains to events following a sale. This rule says: Don’t buy back tomorrow the product…
Using Sales Techniques at Work
I probably use sales techniques every day, but I am not always aware of when I am doing it. However, a couple of weeks ago when I was working as…
Two Irrational Questions
Do you ever struggle to figure out what someone’s real motives are? You can tell there is an underlying issue, but the person is not clearly stating it. This situation…
The Pain Funnel
The job of a salesperson is to find the pain a prospect has, offer a solution, and negotiate a transaction. But it is more than just salespeople that look for…
A heist requires moving more than money
This weekend I was not looking for examples of sales as I hung out with friends, but I found multiple as a group of us were watching Ocean’s Eleven. This…
Sandler Rule #13
No Mind Reading. This is rule #13 in David Mattson’s book “The Sandler Rules.” No, this is not implying that salespeople are telepathic. This rule simply means that a salesperson…
Telling ain’t Selling
Rule fourteen in David Mattson’s book about the Sandler Rules to Selling really stuck out to me. Rule fourteen is: a prospect who is listening is no prospect at all.…
“Sell me this pen”
If someone asks you to sell you a pen they are holding, what do you do? This was an in-class exercise we were presented with last week by Coach DiDonato.…
What do you mean “we are all in sales?”
Me? In sales? If you had asked me if I ever was going to be a salesperson two weeks ago, I would have immediately replied with a big fat “NEVER!”…