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Sandler Training | Chicago & Northbrook, IL

Jody Williamson

I want to give you a slight edge technique today regarding the post-sell step. 
It's actually part of the post-sell step.

The post-sell step, just as a recap, is the part of the Sandler Selling System where, after we get the verbal go ahead of “hey we're going to go with you”, we eliminate any kind of buyer's remorse as part of our selling process. So the slight edge technique I want to give you today is called rehearsal.

I wanted to discuss another aspect of the pain funnel with you.

I've talked about the pain funnel in some previous blogs, but I’d like to single out one part of the pain funnel that is quite often the most overlooked, because it's a difficult place to take things.

Here's the classic scenario that repeats itself every day, in every city in the world of sales.

A salesperson shows up for the presentation, begins the presentation and 15 minutes into the pitch, the prospect is sitting back saying,

"This is it... I'm done. I'm loving this. I am buying this."

You’ll find that with a little practice, it only takes you a few minutes to confirm an investment. Once you make a habit of doing this, you’ll waste less time with unqualified prospects, close bigger deals, and spend little or no time haggling over pricing.

Have you ever thought about what the cost is to hire a mediocre or bad salesperson in 2020?
I want to touch on that today. I've found that many managers underestimate what a bad sales hire costs.
Here's a common scenario, you might have seen it happen.

Last week I posted a blog that touched on the subject of selling adult-to-adult. This was mainly written to be digested from the salesperson’s perspective. But as a Chicago sales manager, I want to reinforce this topic from a management perspective.

I want to talk a little bit about creating value in every interaction you have with your Chicago prospects and clients. Imagine your phone was ringing and you could see the caller ID. When you looked at your phone you could either make a decision that you WANT TO talk to the person calling, or that you don’t want to talk to the person calling. I know your guilty of this. You've done it, I’ve done it, everyone has.

As a sales manager, one of your primary roles is to coach.

For a second, think of the great coaches over time. John Wooden, arguably the greatest basketball coach of all time. Butch Harmon is a current coach in golf who coaches Tiger Woods and Phil Mickelson. You name, Butch’s coached them. Back to the Chicago Bulls, many years ago when they won all the championships. Phil Jackson. Even Tony La Russa in baseball and the Cardinals.

As you know, the Sandler interview process is much different than this. The way we go negative and we challenge. But also, role-playing in the interview is another best practice I'd encourage you to start doing if you're not doing it already.

Do you have things that are stalled in your sales pipeline?
Do you have opportunities in that pipeline that’ve been there way too long?
Or they've stopped progress all together and you're trying to figure out how to get them started again?