Sandler Training

You just received an email from the chain hotel where you stayed last night. Along with offering its gratitude, the hotel is seeking your feedback through a survey–offered in the interest of continuous improvement. You’re asked to provide satisfaction ratings for some very important categories the hotel has chosen.

Every time a prospect asks you a question during a sales call, it’s highly likely that you’ve got an opportunity to improve the relationship by asking your own question.

Mark’s sales manager, Irene, asked him to forecast the number of sales he would close over the coming month. Mark came up with his best guess. Unfortunately, Irene didn’t find his best guess very helpful. As it happened, the new monthly forecast was identical to Mark’s previous month’s “best guess” – a figure he had failed to come close to reaching.

You should never ask a question, make a statement, or behave in any way unless it is in your best selling interest.

Tim, a new sales hire, was having trouble setting appointments. Miguel, his sales manager, wanted to know why.