Professional Selling – Beware of Wimp Junction
Over the past few months, we have discussed the seven…
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Sandler Training – Professional Selling – Step 7: Don’t Head for the Hills!
Congratulations! Your prospect has said “Yes!” to your proposal and…
Sandler Training – Professional Selling – Step 6: Going In For The Kill
So, you have a qualified prospect on your hands, which…
Sandler Training – Professional Selling: Do You Have a Qualified Prospect?
Before we move on to the sixth step in the…
Sandler Training – Step Five of Professional Selling: Who Signs the Checks?
I recall a sales opportunity I chased in my previous…
Sandler Training – Step Four of Professional Selling: Show Me The Money!
I have made more presentations than I can count to…
Sandler Training – Step Three of Professional Selling: It has got to hurt!
I bet right now you are carrying around a wallet…
Step Two of Professional Selling: No More Maybe’s!
The last words a salesperson wants to hear are “I…
Sandler Training – Step One of Professional Selling: Get Up Off Your Knees!
It is time to stop begging for business. Stop running…
Sandler Training – Do You Have a Bachelor’s in Sales?
Multiple sources suggest that the number one need in business…
Sandler Training – How Much Are You Worth?
We have been trained at a very young age not…
Sandler Training – Do You Fit the Description of a Typical Salesperson?
I find it interesting that when you ask people to…
How to Build Rapport with Prospects to Avoid “Failure to Launch” Syndrome
As professional salespeople we advised that building rapport with prospects…
Three Key Items to Keep in Mind When Considering Sales Prospects
Recently I met with a prospect who was looking at…