Read More About Our Team: Doug Cohen and Kathleen Macchiarelli
Summit Performance Training, Sandler Training in South Florida
President of Summit Performance Training
Serving the South Florida Business Community.
Why Salespeople Fail-and what you can do about it.
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Equal Business Stature in the sales process: What is it and how do I get it?
Who is typically in charge during the sales process? The Buyer, right? Of course. Why? Mostly because instead of having a “business conversation” centered around the issues, challenges, or “Pain" the prospect is facing, the business development/
salesperson is going into the relationship trying to sell something. They drone on about features, benefits, and why they’re “the best”, blah, blah, blah. By default this approach creates an uneven playing field in the sales process, with the prospect firmly in charge.
You Have to Learn to Fail, to Win Reflections on Sandler Rule #1
This rule is first in the Sandler list for a reason. It should be the foundation for all goals and activities in your business plan. It's also perhaps the hardest rule to incorporate in your day-to-day dealings, because failure is hard. Nobody 'enjoys' failure. But if we look at failure as a learning opportunity rather than a deterrent to taking risks, we will thrive.