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

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Sales Process

In an enterprise sale, where there are lots of moving parts, things can get complicated. Here are four best practices we share with our clients.

 

Want to improve your sales calls and meetings, have clearer next steps, and even improve your closing rate? One of the best ways to do that is to do a better job preparing before your sales call.

Think about highly respected professions. Whether it's architects, engineers, doctors, accountants, airline pilots, ministers, or teachers, they all have one thing in common. They all plan in advance.

Let's look at the advantages of pre-call planning in sales, how you should plan, and a tool we have available.

“Please just send me a better proposal, and when you do, give me your bottom line. I don’t have time to go back and forth. Just get me your best number.”

 

Video conference calls are now an integral part of many sales processes. That’s one legacy of the pandemic era that seems likely to be with us for a while. With that shift in mind, here are five videoconferencing best practices we see market leaders using to move the sales cycle forward.

 

George Carlin did a bit once about words that included the phrase, “it’s the context that makes them good or bad.” The bit *hasn’t* aged well, but his words are prescient when it comes to techniques learned in training.

 

Mike Montague interviews Rachel Shi, Senior Manager of Partnerships at Vidyard, on How to Succeed at Video Selling. 

 

You don’t need us to tell you that we’re all working from a distance these days. Thanks to COVID, professional salespeople are, for the most part, not seeing buyers in person.

 

An up-front contract is a Sandler concept that seems logical once you hear about it, but so few people use it. It is when two or more people meeting together agree on precisely what will occur during the meeting.

Have you ever scheduled a meeting on your calendar with a beginning time but no end time? Have you ever thought a meeting was going to be about one topic but the other person thought it was about something else entirely?

An up-front contract is all about getting on the same page as the other parties in two areas: behavior and expectations.

Let's take a look at why you should consider using up-front contracts, the key elements of an up-front contract, and finally, an acronym that can help.

Mike Montague interviews James Abraham on How to Succeed at Neuro Selling.

 

Remember the childhood game of whispering a phrase to someone and asking them to pass it on? By the time it reached the fourth or fifth person, the meaning of the original phrase was lost! Then, it amused us; in customer care, it can be costly.