Use a system that guarantees results.
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Typical salespeople are taught never to take “no” for an answer, but that is not always in your best interest. Discover how to save yourself the time, effort and money of pursuing a disqualified prospect.
Today’s buyer is well-educated, but not always upfront with suppliers. Learn how to identify the real problem your buyers are looking to solve, effectively build trust and avoid “free consulting”.
There’s a time and a place to share relevant product knowledge – but it’s certainly not at the very beginning of the relationship. Learn how to keep the lines of communication open with your prospect and when is the best time to share your product knowledge.
The purpose of the presentation is to get a decision from the prospect, not to educate. Your presentation should only demonstrate how your product or service fulfills your prospect’s needs. Learn how to "sell today, educate tomorrow" and avoid the think-it-over trap.
At Sandler, we have three qualifying steps: Pain, Budget and Decision. If prospects aren’t experiencing pain that can be alleviated by your product or service, then there is no sales opportunity to pursue. Learn how to discover the gap between what the prospect has and what the prospect wants or needs.
How many salespeople do you know who treat their job like a profession? In order to break the traditional stereotypes and do something different and better, we have to want to be in sales and be a professional. Learn how to actively listen to the customer, identify their needs and challenges, and help them solve their problems within their budget and their own decision-making process.
Most salespeople struggle to meet enough prospects, close enough of the people they meet, or close enough deals on their terms.
Trying to sell prospects who don’t need your solution, don’t have the money, or can’t decide will lead to burnout and frustration.
Prospects love to use your expertise, wait for end of the quarter deals, or get a free quote to shop the competition, but that doesn’t help you hit your numbers.
We're regularly hosting workshops, briefings and webinars. In the upcoming months we’ll be covering topics on how to:
• Build a prospecting plan for a full pipeline
• Avoid “think it overs” from prospects
• Discuss budget without dropping your price
Check out our calendar of events and see if anything sparks your interest. Hope to see you soon!
You could work harder to call on more prospects. You could sell harder to close more prospects.
Or, you could learn from Sandler
The Sandler Selling System is designed to help you identify your ideal clients, weed out who will not buy, and start more interesting sales conversations.
We also show you how to take control of a mutually beneficial discovery process, designed to uncover the prospect’s motivation, budget, and decision-making process.
Once you’ve had that conversation, we’ll show you how to qualify the opportunity, present your solution, and get more decisions to avoid wasting your time chasing people who never buy.
Sandler Online is a state-of-the-art platform designed to educate and support learners with a variety of content, tools, and applications with on-demand access. Learn at your own pace through a variety of online courses and get access to our extensive resource libraries by enrolling yourself today.
This online course is an introduction to a better way to start sales conversations. Prospecting expert, Sean Coyle, leads you through an easy-to-follow process for connecting with decision-makers.
Led by Sandler President and CEO, Dave Mattson, this nine-lesson course covers the common strategies of professional negotiators and the tactics needed to create win-win outcomes.
In this four-part self-guided course, Mike Montague, Sandler’s VP of Online Learning, shows you how to build your foundation, leverage social prospecting, hold better sales conversations, and get more referrals and introductions.