Sandler Training: Want Sales Success? SET GOALS! (Part 1) Sandler Training: Want Sales Success? SET GOALS! (Part 1) When I interview sales candidates, I always ask the question, “Do you set goals?” Every candidate I have spoken to responses with, “Yes I do.” Mercedes Meza2021-06-30T14:17:23-05:0011/01/15|Categories: Columns, Guest Columnists, Spotlights|Click here for all press, reviews & features about Sandler Training| Read More
Sandler Training– Sales Prospecting: It’s a Numbers’ Game Sandler Training– Sales Prospecting: It’s a Numbers’ Game Prospecting is one of the most difficult and challenging tasks for the professional salesperson and it is this activity that brings in the sales and Mercedes Meza2021-06-30T14:18:00-05:0010/01/15|Categories: Columns, Guest Columnists|Click here for all press, reviews & features about Sandler Training| Read More
Sandler Training: Are You a Professional Salesperson or Not? Sandler Training: Are You a Professional Salesperson or Not? I spent five years of my life earning a bachelor’s degree in electrical engineering and then after that, another six months with the company that Mercedes Meza2021-06-30T14:18:11-05:0009/01/15|Categories: Columns, Guest Columnists|Click here for all press, reviews & features about Sandler Training| Read More
Prospecting: You Don’t Have to Like It. You Just Have to Do It. Prospecting: You Don’t Have to Like It. You Just Have to Do It. Thus far, we have discussed what a professional salesperson needs to do to have success when in a sales call. However, there is no sales Mercedes Meza2016-05-03T18:00:49-05:0008/01/15|Categories: Columns, Guest Columnists|Click here for all press, reviews & features about Sandler Training| Read More
Professional Selling – Beware of Wimp Junction Professional Selling – Beware of Wimp Junction Over the past few months, we have discussed the seven steps of a professional selling process. In particular, the process we discussed is the Sandler Shayne Zutavern2021-06-30T14:21:16-05:0007/01/15|Categories: Columns, Guest Columnists|Click here for all press, reviews & features about Sandler Training| Read More
Sandler Training – Professional Selling – Step 7: Don’t Head for the Hills! Sandler Training – Professional Selling – Step 7: Don’t Head for the Hills! Congratulations! Your prospect has said “Yes!” to your proposal and you have an order in your hand. It is time to celebrate your win . Shayne Zutavern2021-06-30T14:22:21-05:0006/01/15|Categories: Columns, Guest Columnists|Click here for all press, reviews & features about Sandler Training| Read More
Sandler Training – Professional Selling – Step 6: Going In For The Kill Sandler Training – Professional Selling – Step 6: Going In For The Kill So, you have a qualified prospect on your hands, which means you have a prospect that has proven to you they have pain you can Shayne Zutavern2021-06-30T14:22:50-05:0005/01/15|Categories: Columns, Guest Columnists|Click here for all press, reviews & features about Sandler Training| Read More
Sandler Training – Professional Selling: Do You Have a Qualified Prospect? Sandler Training – Professional Selling: Do You Have a Qualified Prospect? Before we move on to the sixth step in the professional selling process, it is good to pause here and review what has been discussed Mercedes Meza2021-06-30T14:23:14-05:0004/01/15|Categories: Columns, Guest Columnists|Click here for all press, reviews & features about Sandler Training| Read More
Sandler Training – Step Five of Professional Selling: Who Signs the Checks? Sandler Training – Step Five of Professional Selling: Who Signs the Checks? I recall a sales opportunity I chased in my previous career. I sold HVAC solutions and I came across a rural hospital that was interested Shayne Zutavern2021-06-30T14:23:51-05:0003/01/15|Categories: Columns, Guest Columnists|Click here for all press, reviews & features about Sandler Training| Read More
Sandler Training – Step Four of Professional Selling: Show Me The Money! Sandler Training – Step Four of Professional Selling: Show Me The Money! I have made more presentations than I can count to prospects that had no money. I would develop a PowerPoint presentation, assemble a professional looking Shayne Zutavern2021-06-30T14:24:53-05:0002/01/15|Categories: Columns, Guest Columnists|Click here for all press, reviews & features about Sandler Training| Read More
