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Vincent Barberger, Montreal | FRANÇAIS
 

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Sandler Training

Average or Excellent?


Average salespeople continue to do what they have always done. They exhibit the same patterns of behavior and employ the same strategies and tactics over and over again, regardless of the results they achieve. They don’t stop to consider that the plan that worked for them one, or two, or five years ago may feel familiar, but won’t necessarily deliver optimum results today.

  • Have you ever granted a price concession - or made any other compromise to a buyer - because you didn't want the buyer to think less of you or disapprove of you?
  • Have you ever volunteered a price reduction before someone asked for it? 
  • Have you ever felt personally validated because someone decided to buy from you?
  • Have you ever felt less than okay about yourself because somebody didn’t decide to buy from you? 

If the answer to any of these questions was “Yes,” you should be aware that you let your buyer into your personal headspace, where the buyer didn’t belong. You chose to become emotionally involved in the sales process. And you know what? That usually doesn’t end well.

Here’s an interesting exercise: On a piece of paper (or in a word processing document) draw a vertical line down the center of the page. At the top left side, write your company’s name. Across the page, on the top right side, write the name of your most important competitor. Down the left side of the page, write the numbers 1, 2 and 3. Do the same thing on the right side of the page. Now, under your company’s name, list the top three benefits of the product or service that you’re selling. Be sure these benefits explain why people buy from you. Is it because your product or service generates increased profits? Does it maximize effectiveness or efficiency? Is it easy to use? Is the service and support you offer fantastic?