Don’t surprise prospects. This is one of the most important rules in Sandler Training. It is such a simple idea, just not easy.
There are many applications for this rule. One is right after you book an appointment, make sure you tell the prospect what they should expect to happen at the appointment. If you don’t tell them in advance that you are expecting a decision one way or another at the end of a meeting, then how can you expect them to give you one.
No one likes surprises in selling, so don’t surprise your prospects.
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Customers hesitate to buy and put off making decisions during summer months, leading to low sales figures. Learn effective ways to keep your sales team motivated during the unavoidable summer sales slump. |
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