The STORY: “I really can’t say that what you’ve shown me, Bob, does anything for me,” stated the prospect. “In fact,” he went on, “your choice of colors is nowhere as extensive as your competitor’s, who was just in here this morning by the way.”
There are many articles this time of year about how to improve individual productivity, thereby accelerating company growth over the course of the year. I’ve written my fair share of these articles and, of course, they have their place.
As 2019 draws to a close, it makes sense to survey the landscape and take note of the ideas and innovations that are most likely to affect markets, and sales teams, in the year to come. With that in mind, here are five emerging trends we at Sandler believe sales professionals should be on the watch for in the year 2020.
One of Sandler’s critical selling rules – “Don’t spill your candy in the lobby” – can sound a little confusing to someone who is unfamiliar with the Sandler Selling System® methodology. What does a spilled box of candy have to do with a sales call? Everything.
Dave Mattson, President and CEO of Sandler Training, interviews Chris Underwood, the most recent winner of CBS’s Survivor, on how he used Sandler sales techniques to win the show and win more deals. Chris attends Sandler Training in Chicago.