Celebrate Sandler Selling with Terri Berry and Paul Weybrew

In this episode, Terri and Paul continue the theme of prospects not being 100% forthcoming with information about issues in their facilities. If a prospect tells you their current provider never cleans the building but your eyes tell you a different story, ask questions to gain clarity about the root cause of their pain. For all you know, the real issue could be something as simple as toilet paper not being refilled. 

In this episode, Terri and Paul discuss the old adage "All Buyers Are Liars". It's not that prospects lie 100% of the time, it's just that they don't always tell the truth. The job of a salesperson is to listen to what a prospect says and decipher what it is that the prospect actually means. 

In this episode, Terri and Paul discuss the importance of being decisive as a Sales Executive. Do you control the process, or do you let your prospects call the shots?  

In this episode, Terri and Paul discuss the importance of not getting lost in the "Sea of Sameness". In other words, City Wide's Unique Value Proposition truly sets us apart from the competition, why blend in when you can stand out. 

In this episode, Terri and Paul discuss tactics to ensure you get the most productivity and results out of the time you put in. 

In this episode, Terri and Paul discuss the importance of not celebrating until a deal is 100% locked in. A lot can happen between the time of a verbal commitment and actually beginning new service. 

In this episode, Terri and Paul discuss the importance of not selling yourself short and getting credit where's it due. At City Wide, we do a great job of saving clients time and solving problems, don't let exceptional service get taken for granted with a "No problem, mon" attitude. 

In this episode, Terri and Paul discuss the importance of knowing when to cut bait and close an opportunity out as lost when there is no "clear future". Don't be like Lloyd from the movie Dumb and Dumber when faced with one out a million odds, "So you're tellin' me there's a chance.... YEAH!" 

Have you ever been guilty of counting your eggs before they hatch? Sometimes as salespeople we are blinded by optimism and lose sight of reality. In this episode, Terri and Paul discuss the common mistake of assuming business is closed when there is still more work to do. 

In this episode, Terri and Paul discuss the importance of maintaining professional relationships with your prospects and clients. Friends are good, and clients are good too, but blurring the lines between client and friend can lead to strained relationships both professional and personal.