Skip to main content
Sandler Training | Chicago & Northbrook, IL

Sales Tip

I tell my clients at our Thursday morning prospecting sessions that I don’t like making cold calls but the reality is…they work IF you do them correctly. Whether you struggle with the idea of picking up the phone without feeling like a pest or you have no problem calling people but your technique is old school, find a place where you can develop your skills in this area and it will pay!

By investing a little time to do the research, you can increase the temperature of your prospecting calls…and increase your chances of closing sales.

It may be tempting to use a familiar sequence of questions in an attempt to “script out” your exchanges with prospects ahead of time. But it doesn’t work – unless your goal is to get the person’s eyes to glaze over. Check your assumptions at the door, and focus on the motive instead.

Will you be replaced…by a smartphone app? It’s almost impossible to make it through the day without seeing or hearing an advertisement with the tag line, “We’ve got an app for that.” Interestingly, it wasn’t that long ago that the word “smartphone” didn’t exist. And, if you checked the dictionary, “app” was an abbreviation for apparatus, appendix, or applied.

Having a big pipeline of “prospects” is typically seen as desirable. The more prospects you put into the pipeline, the more will eventually emerge as customers. At least that’s the theory.

It’s easy to accept things with which you agree. It’s quite another thing, however, to accept things with which you don’t agree or perhaps are unfamiliar.

Hiring season is here, and it’s you’re chance to show off your skills and really shine. You may be one in a million, but you could be competing with dozens of others to secure the sales job you’ve been dreaming of. The right preparation and an idea of some of the elements that are commonly included in sales interviews can help give you an edge.

My Mom was a funny lady and during my youth, she was constantly throwing riddles at me. Some of herriddles came in pairs and the pairs typically had a point. One such pair of riddles has been a huge lesson forme as I have gone through life. Here they are. Riddle 1: What did Tarzan say when he saw the elephantscoming down the road? "Here come the elephants." Riddle 2: What did the elephants say when theysaw Tarzan coming down the road? Nothing, elephants don't talk

Sales isn't for the faint of heart. You don't just encounter negativity on a fairly frequent basis. In many cases, it is your job to sniff it out and address it immediately. Sandler Rule #3: "No Mutual Mystification," deals with an issue that often plagues sales professionals –  "happy ears."

Wednesday mornings are tough enough without our most annoying client calling in with the usual simple problem that he is over-reacting to. We sigh and answer the phone - all while making the facial gestures of a person eating oysters for the first time in their life. WHY does that client seem to be determined to drive you insane? It's your fault ... Every morning the manager from the operations department stops in to tell you how your team messed up his operations this weekend. She is soooo abrasive. You answer in abrupt sentences and quite rudely push her out the door