Sandler Training, Miami - Absolute Sales Development’s Post

When you’re in the middle of a prospecting meeting, your goal is to give the person a reason to invite you into their circle (AKA a pain indicator), typically by scheduling a meeting with you. Here are 3 questions to develop that pain indicator: ➡️ “Can you give me an example/tell me more?” They will stop and think for a moment, then begin to share with you the real-life situation behind that pain that they just shared with you. ➡️ “What happened?” They will recount a fuller version of the situation where the problem appeared. At this point, emotions are likely to surface. That’s what you want. You want them to focus on the impact of the problem they’re facing. ➡️ “Can I make a suggestion?” The other person will most likely say some variation of “Sure.” At that point, you will go for the appointment. If they agree, get a time and date on the calendar. You’re in. 👏 If you’re interested in gaining new insight into your sales process, take our free Sales Performance Assessment: https://hubs.li/Q02rfdd20 #sales #business #prospecting

When you’re in the middle of a prospecting meeting, your goal is to give the person a reason to invite you into their circle (AKA a pain indicator), typically by scheduling a meeting with you. Here are 3 questions to develop that pain indicator: ➡️ “Can you give me an example/tell me more?” They will stop and think for a moment, then begin to share with you the real-life situation behind that pain that they just shared with you. ➡️ “What happened?” They will recount a fuller version of the situation where the problem appeared. At this point, emotions are likely to surface. That’s what you want. You want them to focus on the impact of the problem they’re facing. ➡️ “Can I make a suggestion?” The other person will most likely say some variation of “Sure.” At that point, you will go for the appointment. If they agree, get a time and date on the calendar. You’re in. 👏 If you’re interested in gaining new insight into your sales process, take our free Sales Performance Assessment: https://hubs.li/Q02s0Xc80 #sales #business #prospecting

When you’re in the middle of a prospecting meeting, your goal is to give the person a reason to invite you into their circle (AKA a pain indicator), typically by scheduling a meeting with you. Here are 3 questions to develop that pain indicator: ➡️ “Can you give me an example/tell me more?” They will stop and think for a moment, then begin to share with you the real-life situation behind that pain that they just shared with you. ➡️ “What happened?” They will recount a fuller version of the situation where the problem appeared. At this point, emotions are likely to surface. That’s what you want. You want them to focus on the impact of the problem they’re facing. ➡️ “Can I make a suggestion?” The other person will most likely say some variation of “Sure.” At that point, you will go for the appointment. If they agree, get a time and date on the calendar. You’re in. 👏 If you’re interested in gaining new insight into your sales process, take our free Sales Performance Assessment: https://hubs.li/Q02sKmhq0 #sales #business #prospecting

If you’re still at the stage where prospecting means dialing a number and hoping the line is busy… don’t worry. We get it. But we still need to fill the pipeline. So, how do we turn prospecting into something that we just do? Here are 3 ways to approach it: - Count the no’s, not the yeses. People often need 20 conversations to generate a viable appointment. Rather than taking rejections personally, we "go for the no" to swiftly move on and get closer to a positive outcome. - Use a cookbook. You want to execute a consistent behavioral plan. Think of it as a proven recipe: identify daily behaviors, crunch numbers, and create a plan that works. - Once you have the right cookbook… Execute. Do what you need to do every day, no matter what. Take the activity of prospecting and commit to it on a personal level. Want to learn how to prospect better? Use our Sandler Performance Assessment to identify your blind spots and get personalized feedback to elevate your performance: https://hubs.li/Q02pw6rY0 #sales #prospecting #business

If you’re still at the stage where prospecting means dialing a number and hoping the line is busy… don’t worry. We get it. But we still need to fill the pipeline. So, how do we turn prospecting into something that we just do? Here are 3 ways to approach it: - Count the no’s, not the yeses. People often need 20 conversations to generate a viable appointment. Rather than taking rejections personally, we "go for the no" to swiftly move on and get closer to a positive outcome. - Use a cookbook. You want to execute a consistent behavioral plan. Think of it as a proven recipe: identify daily behaviors, crunch numbers, and create a plan that works. - Once you have the right cookbook… Execute. Do what you need to do every day, no matter what. Take the activity of prospecting and commit to it on a personal level. Want to learn how to prospect better? Use our Sandler Performance Assessment to identify your blind spots and get personalized feedback to elevate your performance: https://hubs.li/Q02pv_Pq0 #sales #prospecting #business

If you’re still at the stage where prospecting means dialing a number and hoping the line is busy… don’t worry. We get it. But we still need to fill the pipeline. So, how do we turn prospecting into something that we just do? Here are 3 ways to approach it: - Count the no’s, not the yeses. People often need 20 conversations to generate a viable appointment. Rather than taking rejections personally, we "go for the no" to swiftly move on and get closer to a positive outcome. - Use a cookbook. You want to execute a consistent behavioral plan. Think of it as a proven recipe: identify daily behaviors, crunch numbers, and create a plan that works. - Once you have the right cookbook… Execute. Do what you need to do every day, no matter what. Take the activity of prospecting and commit to it on a personal level. Want to learn how to prospect better? Use our Sandler Performance Assessment to identify your blind spots and get personalized feedback to elevate your performance: https://hubs.li/Q02pw2kH0 #sales #prospecting #business

When I started in sales, I learned that it used to take maybe 9 or 10 touches before a sale. Now it's 14 touches per sale or more. I personally found them to be many more than 14. The up-front contracts are really the way to keep things going, but take time to make a hyper-personalized approach to who you're going to speak to, where they are, and what industry they're in. What I like to do is I like to touch a prospect for 30 days and either get a “yes, I will meet with you”, or “no, take me the hell off your list”. Remember: Hyper-personalization + 14+ consistent touches = increase in responses If you want to assess your prospecting efforts, make sure to take our 4-minute sales performance assessment here: https://hubs.li/Q02tjR_70 #prospecting #sales #strategy

2 CRITICAL things we’re missing out on while our prospect is talking: The prospect’s tonality, which can make a “yeah, sure” said in a flat tone sound like “YEAH, SURE!” when we’re half-listening through “hopium” filled ears. The prospect dodging our question with an ambiguous answer. We translate our prospect’s non-answer into “they’re going to buy from me, and I’ll get this in my Q2 numbers,” without any clarity on the what, how, when, and why. Why? Because we’re attached to the outcome (closing a sale) instead of the process (of qualifying a prospect by attempting to disqualify them). You can avoid this by: Having a robust sales process Planning and rehearsing your conversations before your meeting Debriefing those conversations Take our 4-minute Sales Performance Assessment and discover your blind spots in prospecting at https://hubs.li/Q02rfd060 #prospecting #sales #business

2 CRITICAL things we’re missing out on while our prospect is talking: 👀 The prospect’s tonality, which can make a “yeah, sure” said in a flat tone sound like “YEAH, SURE!” when we’re half-listening through “hopium” filled ears. The prospect dodging our question with an ambiguous answer. We translate our prospect’s non-answer into “they’re going to buy from me, and I’ll get this in my Q2 numbers,” without any clarity on the what, how, when, and why. Why? 🤔 Because we’re attached to the outcome (closing a sale) instead of the process (of qualifying a prospect by attempting to disqualify them). 🔥 You can avoid this by: Having a robust sales process Planning and rehearsing your conversations before your meeting Debriefing those conversations Take our 4-minute Sales Performance Assessment and discover your blind spots in prospecting at https://hubs.li/Q02sW_5p0 https://hubs.li/Q02sW-Z70 #prospecting #sales #business

2 CRITICAL things we’re missing out on while our prospect is talking: 👀 The prospect’s tonality, which can make a “yeah, sure” said in a flat tone sound like “YEAH, SURE!” when we’re half-listening through “hopium” filled ears. The prospect dodging our question with an ambiguous answer. We translate our prospect’s non-answer into “they’re going to buy from me, and I’ll get this in my Q2 numbers,” without any clarity on the what, how, when, and why. Why? 🤔 Because we’re attached to the outcome (closing a sale) instead of the process (of qualifying a prospect by attempting to disqualify them). 🔥 You can avoid this by: Having a robust sales process Planning and rehearsing your conversations before your meeting Debriefing those conversations Take our 4-minute Sales Performance Assessment and discover your blind spots in prospecting at https://hubs.li/Q02txRZ10 https://hubs.li/Q02txRP-0 #prospecting #sales #business