Lushin & Associates

A Sandler Sales Training Company

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Archive for October, 2009

Lushin is Hiring

Tuesday, October 27th, 2009

Lushin and Associates, Inc., an Indianapolis sales and sales management training company is seeking a new sales associate. (more…)

Crossing the Line

Tuesday, October 27th, 2009

What separates the assertive, confident, and results- oriented salesperson from the aggressive, arrogant, and manipulative salesperson? Very little!  (more…)

Ceiling of Complexity

Tuesday, October 27th, 2009

Who invented the horseless carriage aka, the car?  Some might say it was Henry Ford while others know better.  Henry Ford didn’t invent the car, but rather the assembly line process.  Elwood H Haynes from Kokomo, Indiana was the first to invent a horseless carriage using an internal combustion engine.  Currently, his automobile is on display at the Smithsonian in Washington DC.  Think about whom of these two gentlemen have household names?  It’s not Elwood Haynes.  Did you also know that Central Indiana was once the epicenter of the automobile industry?  We had more automobile manufacturing plant then as Detroit has now.  So what happened? (more…)

Christmas Time Commodity

Tuesday, October 20th, 2009

I don’t know about everyone else, but my wife’s family starts to gather Christmas lists and begins to shop in the month of October.  It seems like every year it becomes more difficult to purchase a gift for her parents.  This year we (all of the siblings and in-laws) decide to pitch in and buy a flat screen TV since they are in need for a new TV and would most likely never purchase one for themselves. (more…)

When To Go Not OK

Tuesday, October 20th, 2009

People are always looking to be OK, or feel good about themselves. A common way that people do this is through contrast. That is why talk shows with extreme problems and outlandish situations continue to be successful. (more…)

Creating Win-Win Situations

Monday, October 12th, 2009

Do you remember the first time you tried to convince your parents to say yes? Maybe you were asked by a friend to sleep over, or wanted that new red bike for your birthday.  Immediately, you may have thought to yourself, what can I say to convince my parents to say yes?  You began an internal search for ways to make the situation a win-win for both of you.  When you approached them, you listed reasons why it would be a favorable decision.  You made endless promises to be on best behavior. As you continued on, the tone of your voice showcased how excited you would be if the answer was yes. You were so confident in the information that you presented, you were certain they were going to say yes.  Then, out of nowhere your mother says, “No, not right now.” (more…)

Where Does It Hurt?

Friday, October 9th, 2009

If you are running into price objections with your prospects, you are probably giving intellectual presentations, i.e., emphasizing price or features and benefits. One of Sandler’s cardinal rules is that people buy emotionally, they only make decisions intellectually. It is “pain” that will get you a sale, not price. Your job is to find someone who has pain, and can pay the price and make the decision to get rid of that pain. (more…)

Who wants to be a Millionaire

Tuesday, October 6th, 2009

During a recent lunch at the office several of us where in the break room watching “Who Wants to be a Millionaire?”  While eating our food the lady on the show was quickly climbing the ladder and suddenly found herself at the $1,000,000 question.  The host reads the million dollar question and the contestant immediately reacts in a positive way and states “I’m pretty sure it is B.”  The contestant has the 50/50 lifeline left so she uses it.  Her original thought of B is still on the board along with one other choice. She then proceeds to tell the host how excited she is that B is still an option and, gives her supporting facts on why it is the answer. Then she says this, “I think it is B, BUT I am not positive.  I will walk away.”  The audience is shocked, and one of the ladies in our office said “I’m surprised, I thought she had it.” (more…)

Three Words That Kill Sales

Tuesday, October 6th, 2009

The three words that are killing your sales efforts are think it over. Every time a prospect has to think it over, regardless of what the “it” is, you add time to the selling process. And, time kills deals. (more…)

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The Tipping Point in the Sandler Selling System

In traditional selling, the close is the tipping point. In the Sandler System it occurs at the very beginning of the selling process.

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“I am a huge believer in the value of sales training. Lousy salespeople hurt our economy and are responsible for their clients missing oportunities due to their own incompetence. As you know, top producers outsell all others by wide margins. Becoming good in sales in my early twenties alowed me to start a business at age 29 that sold $3M last year and should $4M to $6M this year.”

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