Non-Supportive Buy Cycle

September 6th, 2010

There is a direct correlation between how you buy and how you sell. Sort of scary for us ladies since most of us love to shop! I happened to be at the mall this weekend, spending money since the sun was not out on Saturday and as I was in one of the stores I noticed something. I saw a woman being helped by a sales associate in the dressing room. The woman tried a dress on and the sales associate asked her what she thought of the dress. She replied with I like it but I need to think about it – I’ll be back. Do you ever hear that from your prospects? How do you respond? Read More

Sandler Sales Training Indiana

September 2nd, 2010

Salespeople can’t rely on prospects to be thoroughly knowledgeable about their own situations. When prospects are confronted with problems, what they experience are the manifestations of the underlying causes of the problems. Their attention and focus is on that which has bubbled to the surface, instead of the whole picture. However, it is the identification of the underlying principal and contributing elements of the problems that are required to develop appropriate solutions. The more complex the problems are and the more pressing they seem to be, the less likely it is that prospects will have invested the time to look beyond the symptoms (even if they knew what to look for) to identify the origins of the problems. Read More

Too Many Salespeople Make it About Them

August 30th, 2010

Around this time every year my wife and I usually reminisce on the chaos from the past few summer months.  We both have fairly large extended families so this creates hectic weekends of weddings and birthday/graduation parties.  During some of these gatherings there are “outsiders” as we like to call them who attend.  These “outsiders” are friends of other family members who were invited to join in on the fun. Read More

Cold Calling Lessons from Sandler Training

August 26th, 2010

You can’t win them all — at least, not when you’re prospecting. Not everyone you call on will need or want your product or service. Some will need what you have to offer, but not now. Others won’t know that they need what you’re selling, even though you’re certain that they do need you.
The reality is that you are likely to have more unsuccessful calls — calls ending with turn-downs and put-offs — than successful ones. But you can learn something from the unsuccessful calls that will contribute to a win down the road. Read More

Need for Approval

August 23rd, 2010

So this past weekend I was in Chicago with the girls. As we shopped, dined out and went out on the town I could not help but notice all of the different types of people – how they carried themselves, how they dressed, how they acted, what they drove, etc.  As I observed all of this I got to thinking why do some people try so hard and yet others so little and then it came to me – NEED FOR APPROVAL! I am not saying that those who did not dress as nice or behave in a particular manner had no need for approval but if those that did truly did not care what others thought of them why would they bother? Read More

Sandler Rule #49 Leave Your Child in the Car

August 16th, 2010

Sandler Trainers from around the globe are sharing their interpretations of the Wall Street Journal’s Best Selling Book “The Sandler Rules” Read More

Guest Blog: Discovering Your Authentic Sales Process

August 16th, 2010

Starting a business isn’t the same as growing a business. When my business partner, Leslie Wiser, and I decided to join forces in zline media group, we knew our combined years of experience and industry acumen would be an asset. But we also knew it would take us only so far before our business growth would peak. Read More

A Three Step Solution to your Selling Process

August 12th, 2010

When on a sales call, do you hear your voice more than the prospect’s voice? Do you find yourself explaining and educating to establish your credibility and expertise? Are you displaying your knowledge in the hope of generating interest and enthusiasm? Are you discussing the features and benefits of your company and your product or service? If you answer “yes” to these questions … you’re doing way too much talking! Read More

The Cheerleader Inside can Trump Good Business Sense

August 9th, 2010

Rather than trying to make a point, I am soliciting your opinion and feedback on a matter that is personally upsetting.  I have a pattern that I have seen play out with myself time and time again and I believe it is time to break the pattern.  Can you help?   Read More

Selling Your 30 Second Commercial

August 5th, 2010

When initially speaking with prospective customers, you typically have 30 seconds or less to not only get their attention, but establish a reason for them to engage in a conversation. During your “30-second commercial” you must let prospects know what you do and, more importantly, why it’s relevant to them. Read More