Traditional selling systems tend to push the envelope. Maybe that’s why the perception of salespeople, and the hard sell, has left the sales profession with labels like “aggressive”, “greedy” and “sleazy”.
Great sales people and sales managers are like excellent corporate executives. They can make decisions with minimal "pain" because they have a reproducible process for making decisions.
They talk in torrents. They spew enough verbiage to soak the most resilient listener. They conduct a drop-by-drop word torture that swamps and then drowns their audience.
When we fail it’s critical that we view it as a learning experience. It’s natural to feel disbelief, fear and anger. But eventually acceptance will take over and we deal with the despair we are feeling but never let that failure overcome their path to success.
Sandler partners with The Extended DISC group and uses DISC profiles to help you understand yourself, but more importantly help you understand why the people you deal with on a day-to-day behave the way they do.
A good client and friend inspired me to write about what many of us take for granted. The difference between a good salesperson and an excellent salesperson is often just a "thin line".
Ever wonder why some people excel and others seem incapable of doing anything right? You probably know people who hit home runs no matter what they do. We call them “naturals.” They’re just plain good.
When a prospect or a suspect (unqualified prospect) asks you for free information, do you provide it? If your answer is "yes" you may be an unpaid consultant.
