Sales Process

• 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.

Sandler is excited to announce our commitment to further champion the next evolution of sales.

Does it bother you when prospects treat your specialized products and services like a commodity? Are you tired of having to discount deals to win competitive situations?

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?

My message for sales professionals is simple: You’re a consultant, so behave like one. That means asking the right questions… then asking more questions … and even more questions …. until you fully understand what the buyer needs to be able to close the gap between where they are and where they want to be.

Mike Montague interviews John Glennon on How to Succeed at Customer Success. 

The referral generation process we are about to share with you can transform your month, your quarter, your year, and your career. It should be at or near the heart of your prospecting plan. Learn it! Practice it! Use it! Share it with your organization! 

Mike Montague interviews Kaysi Curtin, Sandler trainer from Fresno, CA, on How to Succeed at Virtual Selling.