Ken Smith, Sandler Sales Institute

Ken Smith is recognized nationally as a sales force development expert. He is an award-winning trainer, speaker and author. He specializes in executive sales consulting and sales productivity and management training.

Ken is a principal with the Sandler Sales Institute and is responsible for Sandler’s operations in the Washington, DC and surrounding area. He is the managing director of Sandler’s training and resource center in Rockville, Maryland.

Please send your comments and suggestions to Ken at KenS@SuccessInSelling.com, or call (301) 296-4544. You can also visit us at www.SuccessInSelling.com.

Articles by this Author

"Why Should We Buy From You?"

How often has a prospect asked, "Why should we buy from you?" Sounds like an inviting question...

The "Preemptive Strike"

While making prospecting calls, you may often find you are receiving the same "put-offs" time and again – the pre-programmed responses prospects use to fend off salespeople who sell what you’re selling...

"Just Tell Me The Bottom Line!"

We've all been there before - face-to-face with a prospect who demands to know the "bottom line" up front...

So Many Prospects... So Little Time!

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...

Sales Managers: Are you "staging" your sales meetings?

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...

"Don't Get In The Way Of Your Sale!"

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...

Getting a "NO" is a Success!

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...

Cutting Through Roadblocks To Change

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.

The 89 Cent Solution

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?

Appointments: Don't Beg... Get Invited In!

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.

Will You Achieve Your Goals In 2009?

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 ...

"Take a break!"

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.

"Why Do You Rob Banks?"

Willy Sutton was a depression era bank robber. He was wanted for robberies in Miami, New Orleans, and New York. After his capture in 1950, a reporter asked him why he robbed banks. His reply was, “Because that’s where the money is.” Aside from the lack of moral justification, his strategy was sound: go where the money is.

"No Mutual Mystification!"

How many times have you left a sales call thinking something was going to happen only to find out later that your prospect pulled a vanishing act? Or, maybe you thought you heard the prospect say they were mailing or faxing a signed contract, but it never showed up.

Career Management	Office Communication
Employment Law	Office Management
Human Resources	People Management
Leadership Skills	Small Business Tax

Case in Point	Your Office Coach
HR Forum	Admin Forum
The Next Level

Career Management	Office Communication
Employment Law	Office Management
Human Resources	People Management
Leadership Skills	Small Business Tax

Case in Point	Your Office Coach
HR Forum	Admin Forum
The Next Level

Ken Smith, Sandler Sales Institute

Articles by this Author

"Why Should We Buy From You?"

The "Preemptive Strike"

"Just Tell Me The Bottom Line!"

So Many Prospects... So Little Time!

Sales Managers: Are you "staging" your sales meetings?

"Don't Get In The Way Of Your Sale!"

Getting a "NO" is a Success!

Cutting Through Roadblocks To Change

The 89 Cent Solution

Appointments: Don't Beg... Get Invited In!

Will You Achieve Your Goals In 2009?

"Take a break!"

"Why Do You Rob Banks?"

"No Mutual Mystification!"

"To Speak Or Not To Speak?"

Pick Your Poison - Fear or Regret

Motivating Your Sales Team

"Tough" Questions for "Tough" Times

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