Prospecting & Qualifying

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

One of the biggest challenges in the sales world is properly executing a cold call. Cold calls can be awkward, nerve-wracking, and even detrimental if not initiated correctly. However, cold calling isn’t a complex obstacle to tackle. In fact, the skills are quite simple, and it’s a necessary skill that every top seller must master.

Think about your last purchase. Why did you make the purchase? Perhaps the first ideas that come to mind are, "It was on sale, so I saved money," "It will allow me to get things done faster," or possibly "It will improve my health.” These are logical reasons. 

Vincent’s closing numbers were not what he had been hoping for. He asked his manager, Lynnette, what she thought the problem might be. After a little role-playing, Lynnette suggested that Vincent was spending too much time selling “from inside a box.”

Summertime can be a difficult time for salespeople. Vacations, seasonal businesses, and other distractions can make it more challenging to get in touch with decision-makers. LinkedIn is a smart way to be more productive during these months.

Stan was frustrated. He kept getting “shot down on price” during discussions with prospective buyers. He knew he was supposed to talk directly about money issues before making a presentation… but somehow, he never seemed to iron out the details in a way that gave him a clear sense of whether the buyer felt his pricing was acceptable. 

What is the conversation you have with yourself about prospecting to find potential new clients? Have you convinced yourself you don't have to call to make the revenue goals you have set for yourself? 

Clint Babcock, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful when you have been ghosted by your prospect. Get the best practices collected from around the world.

Listen Time: 27 Minutes

In this episode, Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Paul Sandford, Managing Director of Sandler’s North Hampshire’s business operations in the U.K. Paul’s career includes successful sales and sales management positions at SAP, Success Factors, Concur Technologies, Open Text and Basware. 

Listen Time: 26 Minutes

Matt Pletzer, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at dealing with too much business. It's a good problem to have, but it can prevent you from selling more and growing. Get the best practices collected from around the world.

25 Minutes