Remember the childhood game of whispering a phrase to someone and asking them to pass it on? By the time it reached the fourth or fifth person, the meaning of the original phrase was lost! Then, it amused us; in customer care, it can be costly.
In order to combat this frustration and fear of product obsolescence, producers offer you over-the-air updates that upgrade your product’s software to perform new tasks and make your user experience, in general, more satisfying.
As 2019 draws to a close, it makes sense to survey the landscape and take note of the ideas and innovations that are most likely to affect markets, and sales teams, in the year to come. With that in mind, here are five emerging trends we at Sandler believe sales professionals should be on the watch for in the year 2020.
We’ve all heard the sobering statistics that winning a new major account costs far more than keeping one – depending on the study you read, perhaps twenty times as much. And we’ve all heard how even a small increase in a firm’s overall major client retention rate has an exponentially positive effect on revenues and profits. We also know, of course, that, on the flip side, decreases in retention rates produce similarly negative impacts, often devastating and long-lasting.
Sean Coyle, Sandler trainer, prospecting expert, and David H Sandler Award winner talks about how to lower defensive walls and build rapport quickly in a sales call. Learn the attitudes, behaviors, and techniques of master salespeople and prospectors who can quickly and easily build trust with their prospects.
Learn how to engage and partner with gatekeepers to get to more decision-makers. Sean Coyle is Sandler's prospecting expert and host of the online course. In this episode, Sean talks about the attitudes, behaviors, and techniques of top sellers and how they interact with gatekeepers and admins.
Customer relationships are the lifeblood of any sellers’ career. The ability to attract clients, build rapport, and start sales conversations ultimately determines the level of success that a salesperson will enjoy. You can be an extreme specialist who knows all the tricks of the trade, but without supplementing your knowledge with interpersonal communication skills, you’ll fail to connect with your clients or prospects on a deeper level. Building rapport is essential to turn yourself from a transactional seller into a trusted partner. Below I’ve outlined four ways to strengthen your bond with clients.
One of the most obvious reasons you should be building brick walls around your existing clients is to reduce the impact of aggressive competitor activity. While you are off flirting with seemingly more attractive and exciting new opportunities, your competitors will be targeting your “home base.”
The more opportunities you have to interact with your prospects, the better, and the end of the year is an opportune time to reach out and reconnect with your clients and prospects to get in front of them prior to the new year.
But, that’s exactly what many salespeople attempt to do when they engage with a new prospect. Typically, it plays out in one of two ways. Either the salesperson attempts to force his solution on the prospect (after nothing more than a cursory analysis of the situation), or he allows the prospect to dictate the solution (again, without a proper analysis of the situation).
Early in every sellers’ career, they learn to segment clients. They have As, Bs, Cs, and “everybody else.” What separates great sellers from others, is their ability to balance these segments and manage their relationship with each.
The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.
Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler Selling System.
The sales industry is fast-paced now and isn’t showing signs of slowing down. It’s easy to get wrapped up in the clutter of new selling techniques, emerging technologies, and more specialized analytics. Although those components – and some others – can play a major role in your level of success. It would be a mistake to spend too much time on them and ignore the basics. Before you get carried away learning this or that, remember to take it back to your roots and ensure that you are providing optimum customer service. If you have strayed a bit or are just looking for a reminder, below are five imperative tactics to employ in your practice.
It’s a generally accepted notion that acquiring a new customer is more expensive than retaining an existing customer.
Add to that fact a sluggish economy where businesses are scrutinizing budgets and considering alternative suppliers, and it’s easy to understand why it’s important to have a customer retention strategy in place. After all, current customers (as well as past customers) have already demonstrated that they want and are willing to pay for your products and services. It makes good sense to hold on to them. Doing so is crucial to the growth and success of your business.
There are three tools that are particularly effective and easy to use in making people feel good about themselves: stroke, struggle, and validate. You can use one, two, or all three of these tools in interactions with patients—it depends on the situation.
Lynn McInturf, a long-time Sandler trainer from Cincinnati, shares her thoughts about how to set up-front contracts for what will happen next in a sales call, business meeting, or at home with your children. No matter who you are interacting with setting expectations about what will happen next is an important part of the communication dynamic.
You’ve closed the deal – but your job isn’t done quite yet. Managing client expectations can help you make the most of your new relationship and ensure you are striking the right balance. By working together to outline goals, define success, and clearly communicating your progress and milestones, you can increase transparency to build the long lasting relationship with your new client.
Fear may be the most powerful motivator affecting your buyers’ decisions. However, in their effort to maintain an image of power and control, buyers will be reluctant to share their true anxieties and concerns with you. You’ll increase your sales production when you help buyers discover and overcome their fears, show that you are sensitive to those issues, and then lead those buyers to the conclusion that your product will replace their fear with peace of mind.
2016 has been a year of many successes. Whether you are a sales representative, a sales manager, or simply interested in learning more about trending topics in the sales industry, we hope you have gathered some key insights from our blog this year. Before moving into 2017, we would like to take a look back and highlight some important topics from 2016.
By focusing on tracking activities in a Customer Relationship Management software, you can evaluate which things influence prospects to move forward in your sales process. Understanding exactly what’s moving a deal forward will help you decide the best next steps you should take to close any similar deal in the future. Tracking activities also highlights the telltale signs that a deal might be slipping away, and helps you pay it the proper attention to keep it moving forward.
I spend about 80% of my time working with sales professionals to perfect their ability to structure the questions that need to be asked. They all understand the importance of asking questions but need some assistance in creating their own tailored versions. Salesmen often enjoy the exercise of deciphering which questions uncover the compelling reasons the prospect should do business with them.
If you've heard the any of the following statements from prospects, then keep reading to learn more about how to determine when to walk away and when to continue investing time and energy.
"I need to confer with other managers here."
"I need more time to decide."
"Call me in about a month."
Nothing lasts forever, right? While it may seem pessimistic, having a plan for dealing with a client's departure is sound advice when it comes to maintaining business and clients. We spend so much time building solid, trusting relationships with clients that it can come as quite a blow when news hits that your client contact announces they're leaving their current position.
The other day, people in the training center were discussing how they go about building trust. The group shared lots of ideas, and every idea they shared would probably do the trick. When all was said and done, we had a list of about twenty things people could do to build trust.
As a salesperson, I seem to take quite a few lessons from movies and some of the best lessons are in some of the worst movies. Most people think Burt Reynolds played only tough guy roles and the occasional slapstick comedy role. But one of the best sales lessons I have ever learned was from the movie "The End." If you have not seen "The End," do not rush out to rent it. I am about to spoil the plot for you. This is kind of a cute movie starring Dom DeLuise and Burt Reynolds.
Whoever said talk is cheap didn't know much about sales. Talk-too much talk, that is-can cost a lot.
This is a difficult lesson for many sales professionals to learn, and that's understandable. People in sales tend to have outgoing personalities. They enjoy good conversation, and the longer they are in sales, the better they get at making small talk, establishing an emotional connection with the prospect, and driving a conversation toward the specific end of closing a sale
“If you don’t have a selling system of your own when you are face-to-face with a prospect, you will unknowingly default to the prospect’s system. The prospect’s system never says: “Sold.’ It says: ‘Salesperson loses.’ “ ~David H. Sandler