Sales Process

Does it bother you when prospects treat your specialized products and services like a commodity? Are you tired of having to discount deals to win competitive situations?

Your job is to set yourself apart from the competition. If you’re selling in the traditional way, by emphasizing features and benefits, the only thing setting you apart is the company name on your business card – and maybe your winning smile. Let’s face it though, you need more than that!

My message for sales professionals is simple: You’re a consultant, so behave like one. That means asking the right questions… then asking more questions … and even more questions …. until you fully understand what the buyer needs to be able to close the gap between where they are and where they want to be.

Mike Montague interviews John Glennon on How to Succeed at Customer Success. 

Many of us in sales use the presentation phase for educating the buyer about what we do and what we offer. Does that really make sense strategically?

The referral generation process we are about to share with you can transform your month, your quarter, your year, and your career. It should be at or near the heart of your prospecting plan. Learn it! Practice it! Use it! Share it with your organization! 

Mike Montague interviews Kaysi Curtin, Sandler trainer from Fresno, CA, on How to Succeed at Virtual Selling.

Mike Montague interviews Jody Williamson, Sandler trainer and author from Chicago, on How to Succeed at Finding Unrecognized Pain.

Every prospecting call pays dividends. What do we mean by that? Even if we get a no, we can ask ourselves where the potential is, where the opportunity is – and we can pursue that.

Money actually does grow on trees. Referral trees. Closing a referral is roughly five times easier than closing a brand-new opportunity with whom you have no shared connection.