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Chartwell Seventeen Advisory Group Inc. | New York, NY

Dave Fischer

Becoming a good sales professional requires the same type of training that other good professionals endure. Athletes, physicians, college professors, firefighters—you name the profession and the people at the top pay a price every day to stay there. The price they pay is conditioning.

Are you finding that your sales calls are filled with gamesmanship? Are you and your prospect or clients continuously jockeying for position during a sales call? Do you find neither of you always have a clear and concise understanding of what happens next? Read more about our clear steps in how to execute a prospect sales call with the UFC Strategy.

If you seriously believe that your prospects and customers are always telling you the truth – this column may not be something you should be reading.

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.

No mutual mystification. Any communication you have with your prospect must have a clear understanding about what happens next.

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".