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Sales Training London: Credibility in Sales Doesnt Come From What You Tell

Guest post by: Marcus Cauchi

Article Overview: How You Can Gain More Credibility In Your Sales ...

Free Download - Sales Training London: Why Aren't You Making R.E.C.O.N. Calls to Your Customers to Keep Them By Marcus Cauchi
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Sales Training London: Credibility in Sales Doesnt Come From What You Tell

How can you gain more credibility in your selling in the eyes of your prospects. I'm sure a few of you will say I'm guilty of stating the obvious when you read this, but how many of you walk out of a sales pitch believing you have a "hot prospect", "they're really interested in what we can offer them" and still get "think it overs", when asked "why?" they're keen, can't answer specifically, measurably, clearly?


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3 SANDLER RULES:

1. In every prospect interaction you should be talking for 30% of the time, the prospect for 70%
2. You gain more credibility from the questions that you ask than the answers that you give
3. Sell today, educate tomorrow

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(c)Sandler Sales Institute, 2006

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Home > Sales > Marcus Cauchi > Sales Training London Credibility in Sales Doesnt Come From What You Tell
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About the Author: Marcus Cauchi
RSS for Marcus's articles - Visit Marcus's website

Marcus Cauchi is London's first licensed Sandler sales trainer. 19 years in direct sales, he's sold physical products, services and intangibles with varied success. Over 16 years he left behind over £56 million in deals he could have won, but did because he didn't know any better. He thought you had to qualify for needs, present the benefits of your solution, trial close, follow up with a proposal or further information and the close. He learned the hard way that when you "pitch" a prospect lies to protect himself. When you present and answer his questions, he'll steal your ideas. When you close, he'll mislead you or defer to a higher authority (boss, wife, CFO) and then when he's got you to document in writing (proposals) and give away your confidential pricing, he'll shop that around your competitors to get the best deal. When you follow up for a decision, he'll give you unlimited access to his voicemail and hide. Marcus teaches counter intuitive selling. Average clients increase revenues by 100-1100% in a year. He's probably not for you though as it's difficult and expensive.

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More from Marcus Cauchi
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