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Rob Howard | Tampa, St. Petersburg & Clearwater, FL
 

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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?

Here’s an interesting exercise: On a piece of paper (or in a word processing document) draw a vertical line down the center of the page. At the top left side, write your company’s name. Across the page, on the top right side, write the name of your most important competitor. Down the left side of the page, write the numbers 1, 2 and 3. Do the same thing on the right side of the page.

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.

Have you ever sat in front of a prospect and thought you should say something – but didn't?

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

Many of us in sales use the presentation phase for educating the buyer about what we do and what we offer. Does that really make sense strategically?

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! 

 

Sometimes salespeople are a little surprised when we share a simple, time-tested selling principle: a prospect who is listening isn’t really a prospect. What on earth does this mean? Isn’t it a good thing when someone listens to what we have to say during a sales call?

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.