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

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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.

Have you ever spent time and energy on something, and if you're honest about it, it wasn't helping you move toward any of your goals? Or maybe you've become overwhelmed with to-do lists?

A big part of traditional selling is presenting, typically without getting any real information first. Not only do salespeople do it when selling, but they do it when applying for jobs as well!

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.

One of my clients made an inquiry to a promotional products company via email for a price quote about a certain product. They responded with the quote, and then they proceeded to contact him no less than 15 times in a month. That's every other day including weekends!

 

One of the things often overlooked in a traditional sales approach is the fact that people buy for their own reasons. So many salespeople get wrapped up in features and benefits and why you should buy their product that they don't even think about what matters to the buyer.

It's amazing how when we make an interaction about the other person and help them discover things rather than tell them, it can make all the difference. We have to communicate to understand, not to be understood!