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Featuring Eric Warner, President, Sandler Training in Norwell.
Most salespeople struggle to meet enough prospects, close enough of the people they meet, or close enough deals on their terms.
Trying to sell prospects who don’t need your solution, don’t have the money, or can’t decide will lead to burnout and frustration.
Prospects love to use your expertise, wait for end of the quarter deals, or get a free quote to shop the competition, but that doesn’t help you hit your numbers.
You could work harder to call on more prospects. You could sell harder to close more prospects.
Or, you could learn from Sandler
The Sandler Selling System is designed to help you identify your ideal clients, weed out who will not buy, and start more interesting sales conversations.
We also show you how to take control of a mutually beneficial discovery process, designed to uncover the prospect’s motivation, budget, and decision-making process.
Once you’ve had that conversation, we’ll show you how to qualify the opportunity, present your solution, and get more decisions to avoid wasting your time chasing people who never buy.
For some salespeople, the initial prospect meeting is vague and doesn’t convey a value to a prospect. This carries through to a presentation and they fail to establish clear connecting links between the elements of their proposed offer and the specific aspects of the prospect’s requirements. The easier you make it for prospects to establish that connection, the more likely you are to make the sale.
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