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?
-------------------------------------------------------------------------------1 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 -------------------------------------------------------------------------------1(c)Sandler Sales Institute, 2006 What do you think?
Regards Marcus Cauchi Managing Director S.A.L.T. (Europe) Ltd Sandler Sales Institute® - Licensed Franchisee Guerrilla Marketing® - Licensed Master Practitioners Mob +44 (0) 7876 616 983 Tel 0845 458 1237 (UK Only)
London1.Sandler.com
Sales Training London: Credibility in Sales Doesnt Come From What You Tell - To learn more about this author, visit Marcus Cauchi's Website.
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Marcus Cauchi
(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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