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NorthStar Performance Partners, LLC | Minneapolis, MN
 

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The Sandler Brief

Has this ever happened to you? During an initial discussion with a prospect, you make it a point to review your pricing information. You put everything right out on the table. The prospect tells you the price you mention “looks fine” (or is “OK,” or “seems fair,” or is “in the ballpark,” or any similar piece of vagueness). 

Has this ever happened to you? You're in the middle of a discussion with a prospect, and suddenly you're caught flat-footed by what seems like an attack.

How many times has this happened to you? You got a promising referral, or scheduled a conference call, or showed up at an initial meeting with someone who seemed like a perfect fit for your product, service, or solution.

One way salespeople get themselves in trouble is by rushing to answer a prospect’s question … before they uncover the intent that’s driving that question. The question you hear is probably not the “real” question, and the intent behind that question is far more important than the surface meaning of the words.