Ken Smith, Sandler Sales Institute

We’ve all been there before – face-to-face with a prospect who demands to know the “bottom line” up front…

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As a dedicated sales professional, you’re always on the lookout for more effective ways to identify and contact prospects. When you hear about a process or technique that is working particularly well for another salesperson, you can’t wait to try it…

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Bad sales meetings are sources of dread for everyone involved. Most every sales professional has been there when he fought to stay awake, or silently fumed about what else she could be doing. Business owners and managers can readily identify sound reasons for having sales meetings, but they also admit that the meetings sometime fall apart…

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One of the issues that salespeople struggle with while dealing with the prospect’s budget, is the affordability of their product or service. Salespeople who sell a product or service that they can’t personally afford frequently have a subconscious block which prevents them from talking about money…

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Many of those who sell would tell you they hate hearing the word “no.” Granted, when we’re selling we want to hear the word “yes” – but a “no” is okay…

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What happens the first time you try a new selling technique? It’s usually uncomfortable and doesn’t go as smoothly as it did in the seminar or how you imagined it would go. Often it results in a less than satisfying outcome. There are physiological reasons for this discomfort and awkwardness.

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How often have you been sitting in the car after a sales call, and you thought of something you should have done that would have been more appropriate than what you just did?

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As salespeople we know that we have to get in front of people if we are ever going to have any chance to close a sale. Unfortunately, the pressure on salespeople to get in front of prospects is demanding.

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Most everyone knows the importance of defining their goals, but very few actually take the time to determine precisely what they wish to achieve, and then build a plan to accomplish just that …

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There will be times when things just aren’t clicking. The harder you try, the more you focus, the more determined you become… the worse things get.

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