Rather than creating scripts and pitch decks that encourage you or your sales reps to tell your story, start developing questions that prompt prospects to tell you theirs. Traditional salespeople tell prospects what they think the prospects need to know. Effective sales professionals establish themselves as trusted advisers by asking questions that make their prospects contemplate ideas and alternatives they wouldn’t have thought of on their own.
Discover invaluable insight on finding your ideal job role, developing appropriate attitudes for success, and setting achievable goals that will help you make an impact in today's competitive world!
Join us as Michael Mathews shares his expertise on becoming a Solutionary - someone who applies their time, intellect, emotion, and passion to solve today's most pressing issues.
In this episode, Dr. Benjamin Hardy will show you how to create the life you want by being your future self now! He'll explain why it's so important to have clarity on what you want and how to actually achieve it.
In this episode, Tiffany Koettel and I discuss the movie "Tommy Boy" and how the characters in the movie provide some great lessons on sales and coaching.
In this episode, Chris McDonell discusses how to use Sandler's up-front contract to increase rapport. We will talk about how an up-front contract can help with bonding and rapport and how it can be used to ensure that objectives are clear.
In an article originally published at Forbes.com for the Forbes Business Development Council, Sandler CEO and President David Mattson details the modern buyer’s journey.
Many salespeople don’t prospect simply because they are not required to do so in their role; those who are required to prospect do it to varying degrees of success – and some of those salespeople struggle. An effective daily prospecting routine will be more important than ever in 2023.
Phone outreach is one of many tools in 2023’s multi-platform sales toolbox. It’s a tool that (depending on your market and your role) may become an important part of your individual behavioral plan …if used properly.
This article’s title is intended as the highest possible compliment. If you’re a sales leader, and your team is producing, I really do believe that’s because of your ability to do what an air traffic controller does.
