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...
When I was first introduced to Sandler years ago, one of the first things they told us we should do was journal. I heard, "If you really want to be successful in Sandler, and you want to continually get better, you need to journal."
Upselling can feel sleazy. If not done the right way, you can come off as a pushy salesperson. On the other hand, some clients can get angry with you if they find out you offer a service they need but never told them about it.
I can usually tell fairly early on when a prospect is not going to embrace the Sandler methodology. Of course, some people take time to warm up to it, but other times there are red flags for me that they'll be highly resistant.
Proposals and estimates can be a huge waste of time, especially if you're not diligent about sorting prospects before doing them. One method I use for sorting prospects is a white paper. Here's how it works.
A while back, I was able to work with a company that has been a Sandler client in some shape or form for more than 25 years. They have offices in a few different states in the US, and they had me out for a day-long session on Transactional Analysis and some other things.
A couple years back, I had an interesting experience. I was at one of our regional Sandler meetings in a room with about 15 other Sandler trainers and coaches. We get together and talk about a number of different things. Often, the Sandler office that's hosting us will have local experts come in to share something with us.
In business, sometimes it's the small things that can make a huge difference. You never know what makes someone more or less willing to do business with you, and often they can't even identify it themselves.