SandlerBrief®
The SandlerBrief newsletters are stories and scenarios that offer advice and tips on becoming a more productive salesperson by recognizing and overcoming common mistakes made by most salespeople. With topics ranging from how to continuously keep productivity up, the need to know everything about your business and industry and what you can learn when a prospect says “no,” SandlerBriefs will help both sales people and management identify and correct the behaviors that are limiting productivity.
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2010
2009
2008
I made a sale yesterday, but it was a sale of time, not money. Of course, as we say, time is money! I met with two people at a job, used ATNOT, UFC, matched their actions, and read that they were both visual people! It was very comfortable for all of us. The best part was that I didn't collect a check, I made it clear that I do not give proposals or send literature, we exposed pain with nurturing conversation, and I set up an appointment for next month to specifically discuss a maintenance program that they told me they needed. We didn't talk money or decision making yet, but I walked away with complete satisfaction. I wasn't too hyper or overly energetic. Thanks for all of the help!
Dale Hochevar, The Geopfert Company