John Rosso

CHARLESTON, SC., December 2020 – Sandler Training Performance Partners, an international training organization dedicated to professional development, has hired Sarah Cron as Client Engagement Specialist. 

Who doesn’t get bothered when sales are down? We’ve all been there at one time or another. The trick lies in what you do about it when it happens.

Some salespeople think of discipline as a burden. But smart salespeople see it as a tool that frees them from sabotaging their achievements.

Few things befuddle and challenge salespeople more than cold calling. Especially getting past gatekeepers. You know, those administrative individuals who are supposed to screen incoming calls for executives.

Have you ever been approached by a salesperson while walking into a retail store, and at that very moment, you say to yourself, "Oh my, here comes a salesperson."?

In the buyer-seller dance, one of the things we talked about is how the buyer has a system. The buyer will sometimes mislead you about their interest. When they are in front of you, they are often there to get unpaid consulting. Once you have given them that unpaid consulting, they may lie or mislead you about the next step by sounding positive. When you are trying to get back in touch with them, their last step is to hide.

Have you heard a prospect say this: "I need to confer with other managers here." Or "I need more time to decide." Or how about this: "Call me in about a month."

Referrals and introductions should be central to building a quality pipeline for our business. In my research, most of us are leaving up to 75% of the available referrals and introductions on the table. Most of us get referrals and introductions even if we do not ask! However, having a well-thought process and goals for pursuing them can dramatically increase our referral business.

At Sandler Training, we believe in not solely talking about features and benefits during your sales call, but rather focusing on the prospect’s needs. However, there is a time for presenting, once you have qualified the opportunity. Once a prospect is fully qualified in Pain, Budget, and Decision, then it is time for you to make the presentation, and you want to make that presentation as persuasive as possible.

If you've heard the any of the following statements from prospects, then keep reading to learn more about how to determine when to walk away and when to continue investing time and energy. "I need to confer with other managers here." "I need more time to decide." "Call me in about a month."