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  Sales Tip of the Month

Sandler Sales Institute Tip of the Month
 
Every Unsuccessful Prospecting Call Earns Compound Interest
 
 You will have more unsuccessful calls than successful calls - that's a fact. The bright side is that if you are failing to close for the appointment 7 out of 10 times - then you are batting .333 - and that is great in any game! So why get upset when a prospecting call goes wrong? Remember 'some will, some won't, so what - who's next!' Put worrying aside and figure out what went wrong.

Did you take a proactive stand with the prospect on the typical objections you recieve? For example - you sell commercial insurance - and rather than leading with a request to review the current program - you might try:

You: "If you are like most business owners, as soon as I mention commercial insurance, you're going to tell me "we're already working with someone" or "we're covered". Would you be willing to put those on the shelf for two minutes while I explain why I called - and then decide if there is a reason to talk further?"

The advantage of bringing up objections first on a prospecting call before the prospect can raise them are:

1. It weakens the objection

2. It sets you apart from all other salespeople

3. Eliminates the need to arm wrestle with the prospect about the objections

You know the objections your prospect has - so bring them up first! To find our more, attend our next Executive Briefing for Free!

For more information on Executive Briefings click here

 

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