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.”
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.
Tim was convinced that if only he could somehow get in front of more prospects, he’d do a lot better. But it was always tough to get anyone to agree to an appointment. He started collecting all the excuses.
Tom’s best customer, Meg, called and asked for a favor: “Can you talk to my new assistant Karen about getting up to speed with your software? She’s got a couple of questions that I don’t have time to answer.”
Bob was preparing for his first appointment with Mr. Smerthing, senior partner of the law firm Smerthing, Pennyworth, Jones, Riccardo and Blarney, one of the biggest, oldest, and most prestigious firms in the state.
One of the distinguishing characteristics of top performers in sales is the ability to avoid two common, self-imposed mental handicaps: reachback and afterburn.
Jack, a salesperson, was having some challenges. Feedback from multiple sources -- his own clients, prospects, customers, and colleagues -- suggested that his communication skills needed some work.
