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London, North | david.feldman@sandler.com

Sales Process

Rule 14. A prospect who listens is not a prospect

You’re meeting with a prospect. You’ve asked all the appropriate questions to uncover the prospect’s problem, concerns, desires, goals, and expectations. After fully analysing the situation, you announce with no hesitation whatsoever, “No problem. I have exactly what you need.”Add a little drama

Does the prospect gasp a sigh of relief, utter under his breath, “Thank goodness,” and pull a purchase order from the drawer? Perhaps in Grimm’s version of the story, but not in the real world.

Why?

Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.

It’s Not Over Until..... Have you ever simply fled the scene of a meeting that went badly? Sometimes prospects might be unresponsive, or perhaps rude. You might not know what’s causing their attitude, but if the atmosphere becomes uncomfortable, don’t cut and run. Doing your best to find out what is happening before you leave the meeting might open up an opportunity you didn’t realise was there, and you’ll definitely learn more about them and build the relationship. Even if you don’t make a sale, solidifying the relationship could help you in the future.

What is the most difficult aspect of selling? • Accurately analyzing the growth potential of customers • Creating an effective territory plan • Developing an appropriate prospecting message • Formulating meaningful qualifying questions • Preparing responses for the inevitable stalls and objections • Developing an effective plan to meet sales goals While all of these represent a challenge of one sort or another, the most difficult aspect of selling isn’t included in the list.

People buy because of their emotional attachment to an outcome, not because of what you say,

A sales template is defined as the step by step set of interactions you want your prospect to go through because it will give you a clear competitive advantage or otherwise increase the chances of you winning the business. An efficient sale system enables you to consistently achieve a desired outcome or set of outcomes without wasting time, energy, money etc. The most effective sales templates are basic enough to accommodate for change (focused on each stage of the sales meeting).