Sandler Brief
SandlerBriefs are stories and scenarios that offer advice and tips on becoming a more productive salesperson by recognising and overcoming common mistakes made by most salespeople. With topics ranging from how to continuously keep productivity up, the need to know everything about your business and industry and what you can learn when a prospect says “no,” SandlerBriefs will help both sales people and management identify and correct the behaviours that are limiting productivity.
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Before enrolling on Sandler's Presidents Club training programme, I was doing things the traditional way - qualifying, presenting and trying to close. Now, when I look back, I realise that I was uncomfortable and avoided making cold calls; I was wasting time chasing dead opportunities; I was giving away my ideas in an effort to try to convince prospects to buy; and I was generally trying too hard.
After just a few months this has all changed. I understand now how ineffective traditional selling is and, in its place, I have a structured sales process that allows me to; be comfortable with the sales engagement - actually I look forward to it as I see it as a game to be won, be comfortable making cold call, be more in control of the meeting, set meeting outcome expectations (Yes/No and avoid Maybe's), demonstrate my marketing credentials through my client questioning behavior, understand that 'going for the NO' can make for a positive outcome (in that I don't waste anymore time), avoid writing detailed proposals unnecessarily if there is no real commitment and avoid making presentations prematurely.
Graham Whittle, Managing Director - Going4Growth Ltd