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Chartwell Seventeen Advisory Group Inc. | New York, NY

Sales Process

Does it bother you when prospects treat your specialized products and services like a commodity? Are you tired of having to discount deals to win competitive situations?

1. Don’t act like a salesperson – Put aside your own needs so you can focus on the prospect and their needs.
2. Don’t answer questions – Not until you know the “why” behind the question.
3. Don’t tell - Listen with curiosity, empathy, and an honest willingness to get to know the other person.
4. Don’t assume – Validate by asking a qualifying question.

My message for sales professionals is simple: You’re a consultant, so behave like one. That means asking the right questions… then asking more questions … and even more questions …. until you fully understand what the buyer needs to be able to close the gap between where they are and where they want to be.

Mike Montague interviews John Glennon on How to Succeed at Customer Success. 

The referral generation process we are about to share with you can transform your month, your quarter, your year, and your career. It should be at or near the heart of your prospecting plan. Learn it! Practice it! Use it! Share it with your organization! 


Mike Montague interviews Kaysi Curtin, Sandler trainer from Fresno, CA, on How to Succeed at Virtual Selling.


Mike Montague interviews Jody Williamson, Sandler trainer and author from Chicago, on How to Succeed at Finding Unrecognized Pain.


Every prospecting call pays dividends. What do we mean by that? Even if we get a no, we can ask ourselves where the potential is, where the opportunity is – and we can pursue that.


Within the professional buyer/seller environment, preferences and practices have altered dramatically since the spring of 2020.


If you manage a sales organization or are in sales yourself, you don’t need me to tell you it’s the hardest job in any company. It’s the only job where, if the customer decides not to buy you don’t get paid, you miss your revenue goals or maybe you don’t get to keep that job. Couple that with all the uncertainty that goes along with growing a profitable business. Not knowing who will say yes and who will say no. With that in mind, if you can embrace two concepts, along with implementing a strong selling strategy, sales will get a whole lot easier.