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

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Prospecting & Qualifying

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.

 

When you’re in the middle of a prospecting discussion – that is, when you’re initiating the first real-time voice-to-voice engagement with a possible buyer – what is your goal?

 

These days, everyone is using online resources to initiate early prospecting discussions via digital media. Which is part of the problem. How do you avoid looking and sounding like everybody else in the digital realm? Below, you will find three simple strategies that will help you to stand out when you are prospecting online.

 

Mike Montague interviews Brian Jackson on How to Succeed at Your 30 Second Commercial. Brian is an award-winning Sandler Trainer in San Diego, CA.

 

Just as it doesn’t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist.

 

Mike Montague interviews the Email Marketing Heroes, Rob, and Kennedy, on How to Succeed at Email Marketing. They are the founders of ResponseSuite for survey-based email marketing, hosts of the Email Marketing Show podcast, and course creators who help DIY marketers learn how to concur email marketing.

Everyone wants to know what business closed today. Or this week. Or this quarter. But is that really all we should be asking?

 

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.

 

This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated takes on their relevance to salespeople and sales leaders.