Celebrate Sandler Selling with Terri Berry and Paul Weybrew

In this episode, Terri and Paul discuss the power in failing to earn a "Yes" when conducting prospecting calls. As the old adage goes "I never lose. I either win or I learn." Be sure to check out this week's episode for a very special challenge that might earn you an awesome reward!

In this re-release episode, Terri and Paul discuss the purpose of the prospecting call, getting the appointment. Never make the mistake of trying to close the sale right there and then on the phone. 

Raise your hand if you love prospecting! Anyone? Bueller? In this episode, Terri and Paul discuss the importance of effective prospecting and ways to remain focused on it. 

In this re-released episode, Terri and Paul discuss buyer's remorse and explore tactics to proactively avoid it. 

Have you ever made the mistake of answering a question that simply wasn't asked and lost a deal as a result? In this episode, Terri and Paul talk about the dangers of answering unasked questions. 

In this episode, Terri and Paul discuss the dreaded response, "maybe". As a salesperson, which would you rather hear, "no", or "maybe"? Indecision can cost you time and cause you to lose control over the process. 

Have you ever been guilty of hearing what you wanted to hear or filling in gaps with information you think you know? In this episode, Terri and Paul discuss the importance of active listening and asking effective questions to control your process. Validate and verify. 

In this re-released episode, Terri and Paul discuss the importance of maintaining composure amidst the excitement of meeting with a prospect for the first time. The best salespeople take a consultative approach to selling, relying on asking effective questions rather than oversharing about features, advantages, and benefits.  

In this re-released episode, Terri and Paul discuss a topic every salesperson should be familiar with, failure. In a world that places such an emphasis on winning, it can be difficult to know what to do when we experience failure. Our hosts discuss Sandler rule #1 - You Have to Learn to Fail, to Win. You'll hear this rule's meaning and techniques designed to allow you to learn from those failures and turn them into wins.    

We're not crying... you're crying... In the Celebrate Sandler Selling series finale, Terri and Paul talk about the importance of leaving your "child" ego in the car when visiting with a prospect or client. The "child" ego tends to want to please people but lacks the logic of the "adult" ego, and the sensibility of the "parent" ego.