Sandler Training | Bmc

Jack was having some challenges. Feedback from multiple sources -- his own clients, prospects, customers, and colleagues -- suggested that his communication skills needed some work.

If you lose a big sale, have a bad month, or don’t make quota, what is your typical first response?

Why do people buy milk or bread or cereal at the gas station convenience store when those items are far less expensive at a grocery store? Obviously, they have a need for the items. More importantly, buying at the convenience store is quick, and you guessed it, convenient.

Stan was frustrated. He kept getting “shot down on price” during discussions with prospective buyers. He knew he was supposed to talk directly about money issues before making a presentation ...

Ryan, a salesperson in his mid-thirties, had hit a performance plateau. His commissions had been flat for the past six months, and he had narrowly missed quota in each of those months. He scheduled a meeting with his manager, Jeannine, to see if, working together, they could identify any steps that would turn this pattern around.

During one of their coaching sessions, Jason asked his manager Ellen if she could think of one area he could work on over the next 30 days that would result in a dramatic and rapid improvement of his closing numbers. He was surprised at how quickly she answered.

By focusing more attention on prospects who are truly qualified, and less time chasing people who were unwilling to share information, Brian was able to produce significantly more income...

Gwen’s closing rate wasn’t looking good; she had missed quota for three consecutive quarters. She asked her manager Eileen for a little help in figuring out what she could do to improve.

Having a big pipeline of "prospects" is typically seen as desirable. The more prospects you put into the pipeline, the more will eventually emerge as customers. At least that's the theory, but is it the right strategy?

When you first meet with a new prospect, how do you position your product or service? How do you characterize its various features, functions, and advantages? Which elements do you emphasize as having the strongest potential appeal to the prospect?