Sales Process

Salespeople often provide proposals before they have qualified the prospect. Stop wasting time; not every prospect is meant to be a customer.

There are 4 different communication patterns that exist, each defined by distinct strengths and characteristics. Understanding the DISC styles and knowing your own, will improve your communication with others. Allowing others to accommodate your communication style increases your credibility, which can build trust between you and those you communicate with. Learning to adapt your style to theirs helps build the rapport that leads to sales!

Sandler is excited to announce our commitment to further champion the next evolution of sales.

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?