Celebrate Sandler Selling with Terri Berry and Paul Weybrew

In this episode, Terri and Paul discuss the importance of making your prospect decide when to end a meeting instead of giving them an out. 

Ever made the mistake of swinging so hard for the fences when trying to close a sale that you struck out instead? In many cases, it's better to start out with a base hit rather than trying for that ever-so-elusive homerun. In this episode, Terri and Paul discuss the dangers of trying to do too much too soon, before you've established a working relationship with prospects. 

In this episode, Terri and Paul encourage you to take your sales skills back to basics. You remember, right? You were a fresh Sales Executives who didn't have all the answers and were unafraid to ask questions. 

Ever heard the old sales adage ABC (Always Be Closing)? As salespeople, we should always be trying to close the sale, right? Wrong! In this episode, Terri and Paul discuss ways to gain your prospect's agreement without coming across like a pushy used-car salesman. 

In this episode, Terri and Paul discuss a common mistake made by new Sales Executives, giving all the answers without first knowing the prospect's questions.  When done effectively, a sales presentation should be simple, concise, and demonstrate that you listened to what the prospect had to say. It's not about you, it's about them!

In this episode, Terri and Paul discuss the 70/30 rule for communicating with prospects. Are you doing more than 30% of the talking? You're likely saying too much. 

Have you ever made the mistake of making assumptions with a prospect? They tell you their current provider can do a better job, and you automatically assume it has to do with missed trash cans. So, what's the issue, right? Well, the trash cans are fine, it's the fact that they left the front door unlocked that is the real pain. In one swift motion you have demonstrated that you don't listen, and that you don't really know much about the prospect's needs. You can't read minds, so wouldn't it be better to ask questions instead? 

Ever talk yourself out of a sale because you assumed a prospect's intent when asking you a question? Who hasn't, am I right? Well you're in luck because this week's episode deals with how to respond to questions, but you probably guessed that by the title, didn't you? 

In this episode Terri and Paul discuss the ever-elusive referral and outline tactics to generate additional referrals by partnering with your Operations team and professional network, aka (Your Wolf-Pack). 

Do you know the difference between "suspects" and "prospects"? In this re-release episode, Terri and Paul discuss tactics for weeding out suspects and narrowing in on prospects in CRM.