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Vincent Barberger, Montreal | FRANÇAIS

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Countless people go through sales training seminars every year only to emerge with slick tricks, a few doses of confidence and a belief that they'll be able to bully any prospect they meet into signing on the dotted line. While this may do just fine for the quick, lucky payday, it is not a system that builds long-term, profitable relationships.

The hard sell isn't just about your demeanor, either. No matter how gentle you are with your words and interactions, you are still hard selling when you build your sales strategy around your needs — and not the prospect's. Take the time to remember that the prospect buys for their reasons and not yours, and you'll then be able to move toward deciding whether or not the transaction or relationship would be beneficial for all parties.

Care about your prospect and ask the right questions. Watch as Sandler trainer Bob Henricks explains Sandler Rule #26: People buy in spite of the hard sell, not because of it.


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