Autumn Bishard Lopez, M.A.’s Post

Sandler Rule #2: "Don't spill your candy in the lobby". 🍭🍫🍬 Have you ever given too much information too soon? Traditional sales often involves either presenting too early in the sales process or overloading the potential buyer with the features and benefits of your product or service. Instead, focus on understanding the challenges and the world through your buyer's eyes by asking great questions. In fact, a great salesperson is not measured by the information they provide, but rather the questions they ask. Want to have a further discussion on how to sharpen your sales skills? Click the link below to complete a free assessment and set some time on our calendars to chat: https://lnkd.in/e_zvvDrH

Sandler Rule #5: Never answer an unasked question. ❌ Have you ever introduced a topic the prospect isn't expecting and stopped a deal in its tracks? During your presentation, and every stage of the selling process, focus on the issues you and the prospect have discussed - nothing else. Sometimes as sales professionals, we want to share all the great things about our product or service because we are passionate about what we do. However, that over-presenting can derail a deal without us even realizing it. Focus on what matters to your prospect and what creates the most impact for them. Think you're answering too many unasked questions? Click the link below to access a free assessment: https://lnkd.in/e_zvvDrH

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

"Your time is worth no more and no less than your buyers." 🕒 In sales, time is precious – for both you and your buyers. That's why understanding the importance of respecting each other's time is crucial. Sandler Rule #6 emphasizes the equal value of time on both sides of the table. Discover why it's essential to prioritize meaningful opportunities and avoid wasting time on pursuits that won't yield results. Check out this video to empower you to make informed decisions and maintain mutual respect in your sales interactions. https://hubs.la/Q02w_sK60 #SalesTips #TimeManagement #SandlerRule #SalesSuccess

Have you mastered the sales sandwich technique? 🍔 1. Start with your upfront contract. After all, if you can't tell your prospect why you're here, you're wasting their time. 2. Run your meeting and stay true to the contract you've put in place. Keep to the time, cover your bases, and allow for what they need out of the call as well. 3. End with a clear future commitment. You and your prospect get to decide how this looks, but make sure you know where to go next. Are you scheduling another meeting? Are you saying goodbye? Remember, a decision not to make a decision is still a decision. Have you mastered the sandwich or are you looking to refine this skill? If you're not sure how you measure up in sales, take our FREE performance assessment and we’ll send you a personalized report with feedback tailored to your specific needs. #SandlerMiami #excellenceinselling #salessandwich #salesassessment #limitlessselling #sales #clientquestions

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

Too often in sales, we see promising deals stagnate or slip away due to one critical missing piece - a lack of urgency on the buyer's side. 🚧 If a buyer doesn't feel compelled to take action and move forward with your solution, even the most well-crafted pitch can fall flat. The key to driving buyer urgency? Communicate the powerful impact your offering can deliver. Ask yourself: What happens if the buyer's pain points remain unaddressed? What's at stake if their goals and aspirations aren't realised? Don't let them settle for the status quo. An effective "impact case" gets buyers truly excited about working with you. It goes beyond features and benefits, speaking directly to their unique needs on both a business and emotional level. Your impact case differentiates you from alternatives, positioning your solution as a game-changer they can't afford to miss out on. Without clearly conveying impact, you'll struggle to maintain the buyer's interest and make your offering their top priority. But when you masterfully paint a compelling picture of the positive transformation they could experience, buyers will feel a sense of urgency that propels them into action. Don't let another deal slip through the cracks. Craft a powerful impact case that ignites desire and drives buyers to seize the opportunity you're offering. After all, urgency is the catalyst that turns potential into tangible success. #LunaSales #Sales #salesUrgency

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/Q02tx43f0 #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/Q02rfdd20 #sales #business #prospecting

Welcome to the "3-Minutes a Day to Better Sales Performance Series!" In this short and insightful video, we focus on a crucial aspect of sales: uncovering buyers' implied needs to fully present value of the explicit. Learn effective techniques to identify and address the underlying needs and motivations of your clients, ensuring a more tailored and successful sales approach. In just 3 minutes, you'll discover: The importance of understanding implied needs in the sales process. Reasons to ask the right questions and listen actively. Tips for identifying subtle cues and reading between the lines. Enhance your sales skills and build stronger client relationships by mastering the art of uncovering implied needs. Don't miss out on this essential sales tip! Don't forget to like, comment, and subscribe for more daily sales insights! #SalesPerformance #SalesTips #UncoveringNeeds #3MinutesADayToBetterSales #SalesSuccess #ClientRelations