You may have heard of the popular Sandler selling rule known as “reversing” and wondered what it was all about. No, it has nothing to do with backing your car up. Reversing simply means you answer every question from a prospective buyer with a question of your own.
We’re just not as comfortable in these remote-meeting settings as we are in person. And that means the revenue we generate in virtual meetings is not what it should be.
Join Mike Montague and Dr. Eli Jones in highlighting how commonalities can lead to a more collaborative and engaged workforce on this How to Succeed episode.
Join Mike Montague and Daniel Murray as they delve into the world of marketing millennials, discussing the attitude, behavior, and techniques needed to climb to the top and stay there.
We’re all taught at some point that we need to ask for a Call to Action (CTA)– a request that the person we’re talking to commit to do something. And usually, we make that request. But how effectively?
The “forecast” from the salesperson is not based on any meaningful data. It’s more of a guess. Often, what sales leaders hear is best translated as, “See, I’m a closer!” Or, if a deal collapses, as, “Look, it wasn’t my fault.”
Often, the easiest person to sell something to is the person you’ve already sold something to. We forget this sometimes. Perhaps that’s because of the terminology we use. It’s quite common for salespeople and sales managers to talk about “closing the sale” – but is that word “close” really the best way to describe what’s really happening when there’s a decision to purchase our product or service?
