Skip to main content
Custom Growth Solutions, LLC | Sandler Training | Oklahoma City, OK

This website uses cookies to offer you a better browsing experience.
You can learn more by clicking here.

Prospecting & Qualifying

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.

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.

Your value as a salesperson is based on the information you uncover, not the information you share. The more and better information you uncover about your prospects and their pains, the better equipped you are to determine whether or not you're a good fit to solve those pains.

What if you could increase your conversion rates just by understanding how your clients think? It's not as difficult as you might think.

In this episode of the How to Succeed Podcast, Emily Yepes discusses some common mistakes salespeople make when prospecting for new customers. She explains that a lot of the fear and anxiety around prospecting stems from negative beliefs salespeople have about the process.

Here are some of the key questions we coach salespeople to be prepared to ask in the initial phases of a conversation with a prospect.

Eight simple questions about your personal approach to prospecting


If you sell an inexpensive commodity, price is not usually a question. If you're selling water bottles, most people won't even notice whether it's $1.00 or $1.10. They'll drink it and forget about it. They won't even remember the brand an hour later!

However, if what you sell is big, complex, personal, technical, expensive, bought infrequently, or any combination of those, the price can be a huge part of the conversation!

As it turns out, price is never the real issue. Let's look at a story where price got in the way, why prospects bring up price, and how we can help them get at the real issue.

Mike Montague interviews Hamish Knox on How to Succeed at Trials and Demos.