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Custom Growth Solutions, LLC | Sandler Training | Oklahoma City, OK

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Have you been in this situation? You've been in a sales interaction with someone, and you normally have a one-call close, but they don't seem to want to make a decision. Or maybe you're going over some details, and they look bored. Or maybe they're talking about their weekend, and you want to move on to business!

One of the activities I've done in the past is the Tough Mudder obstacle course. If you haven't heard of it, it's an endurance event in which participants attempt an obstacle course that's about ten or twelve miles long.

Our money concepts can really trip us up if we're not careful. What may be a lot of money to us personally or in business may be nothing to someone else. A few years back, I was on the phone with a prospect I'd never met in person. He actually lived in another state and had been referred to us by someone else.

People buy for their reasons, not ours. Sometimes we write a prospect off, then they unexpectedly buy from us. If we had some magic way to get into their minds to understand why they do and don't buy, it would help. But since we don't, using Sandler techniques is the next best thing.

One of the steps we talk about in the sales process is uncovering your prospect's decision-making process. That includes the who, what, where, when, why, and how.

Prospects and clients often use ambiguous terms without realizing it. In fact, we all do it. We say things like, "I need this cheap," "Get that taken care of ASAP," or "I don't have a budget for that." Any of those sound familiar? When your prospect or client says them, they're meaningless until you actually dig in.

Traditional sales is all about "What's in it for me?" A different mindset that can be hugely beneficial is, "If you want to get more, you must first give more." A client of mine that's a contractor got a phone call...

When talking to prospects, it's easy to suffer from something we in Sandler call happy ears. In sales, that means we hear something a prospect says and in our mind translate that to the sale being a sure thing. The problem is...

Have you ever screwed up a sales call? If you have good bonding and rapport and a good Up Front Contract, it's amazing what you can recover from. If you're familiar with Sandler, you may already know...

Have you ever been frustrated because a prospect changed their mind in the middle of the sales process for no apparent reason? A while back, one of my clients...