Today’s salespeople, even the successful ones, often rely on out-dated, adversarial selling methods that are personally demeaning and largely ineffective. Prospects who recognize these methods can use their knowledge to derail the selling process—forcing salespeople to work harder for less.

Failure’s Tell-Tale Signs

Most managers already are familiar with at least some of the symptoms common to ineffective sales teams. These may run the gamut from painfully long selling cycles to overly optimistic sales forecasts, unwarranted price concessions, eroding profit margins and chronic over promising that often breeds intense customer satisfaction.

Individual salespeople experience their own set of problem markers. Without realizing it, some may gradually assume
the role of “unpaid consultant”. Others may find it increasingly difficult to circumvent gatekeepers, to bring up money-related issues or to shake off rejection. And, of course, some may be letting their customers off the hook. You’ll know this whenever a salesperson complains of prospects who increasingly say they want to “think it over”.

180 Degrees From Traditional Sales Methods

At Sandler we train and coach salespeople, owners, managers to be more effective and efficient. We are not for everybody, our training/coaching is demanding, it takes a strong commitment and we are selective. If we take on a client we stay with them until they are successful. We welcome people to visit one of our training sessions at no obligation. If you would like to visit or schedule a conversation call Eddie Huff at 706-432-0040.