Sandler Training-Prospecting: You Don’t Have to Like It. You Just Have to Do It. Sandler Training-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 Shayne2016-06-02T16:40:32-05:00August 1, 2015|Categories: Guest Columnists|Click here for all press, reviews & features about Sandler Training| Read More
Sandler Training: Professional Selling – Beware of Wimp Junction Sandler Training: 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 Mercedes2016-06-02T16:40:32-05:00July 1, 2015|Categories: Ask the Experts, Guest Columnists|Click here for all press, reviews & features about Sandler Training| Read More
Sandler Training-Step Seven of Professional Selling: Don’t Head for the Hills! Sandler Training-Step Seven of Professional Selling: 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 . Mercedes2016-06-02T16:40:33-05:00June 1, 2015|Categories: Ask the Experts, Guest Columnists|Click here for all press, reviews & features about Sandler Training| Read More
Professional Selling – Step 6: Going In For The Kill 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 Mercedes2015-05-01T18:20:17-05:00May 1, 2015|Categories: Columns, Guest Columnists| 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 Shayne2016-06-02T16:41:09-05:00April 1, 2015|Categories: 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 Shayne2016-06-02T16:41:09-05:00March 1, 2015|Categories: 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 Mercedes2016-06-02T16:41:10-05:00February 1, 2015|Categories: Guest Columnists|Click here for all press, reviews & features about Sandler Training| Read More
Sandler Training – Step Three of Professional Selling: It has got to hurt! Sandler Training – Step Three of Professional Selling: It has got to hurt! I bet right now you are carrying around a wallet or purse that contains your credit cards, debit cards, and/or cash. I know why you Mercedes2016-06-02T16:41:10-05:00January 1, 2015|Categories: Guest Columnists|Click here for all press, reviews & features about Sandler Training| Read More
Step Two of Professional Selling: No More Maybe’s! Step Two of Professional Selling: No More Maybe’s! The last words a salesperson wants to hear are “I need to think this over,” or “I think I will sleep on this,” or “Send Mercedes2014-12-22T21:17:24-06:00December 1, 2014|Categories: Ask the Experts, Guest Columnists| Read More
Sandler Training – Step One of Professional Selling: Get Up Off Your Knees! Sandler Training – Step One of Professional Selling: Get Up Off Your Knees! It is time to stop begging for business. Stop running around doing everything the prospect asks you, giving them every ounce of knowledge you have, Mercedes2016-06-02T16:41:10-05:00November 1, 2014|Categories: Guest Columnists|Click here for all press, reviews & features about Sandler Training| Read More