Celebrate Sandler Selling with Terri Berry and Paul Weybrew

In this episode, Terri and Paul discuss the importance of knowing when to cut bait and fall back rather than arguing a point with your prospect. 

In this episode, Terri and Paul discuss the importance of acting in a consultative manner and addressing pain rather than talking someone into choosing City Wide. You have to dial down to find the pain to earn and retain clients. 

In this episode, Terri and Paul discuss the dreaded "Hard Sell" approach to selling and the reasons why people hate it. Are you a consultant or a used-car salesperson? 

In this episode, Terri and Paul discuss the importance of keeping your focus on the mission at hand when prospects try to introduce new challenges to throw you off of the trail. Don’t waste your time getting caught up in the chase game.  

In this episode Terri and Paul discuss the important connection sales people need to have with prospects or existing clients. Don't assume the person you are talking to understands your industry jargon and listen carefully to develop trust and rapport. After all, people buy from people they like and trust.

In this episode, Terri and Paul discuss red flags to be aware of when working with a prospect. Does the building look immaculate on regular basis? Cleanliness might not be the source of the prospect's pain. Does the prospect have expectations that are unrealistic? By acting in a consultative fashion, you can establish credibility and educate them on how you can help them save time and solve problems. 

In this episode, Terri and Paul discuss the importance of fully exploring the discovery phase before proceeding to the presentation. A good presentation should focus on how City Wide can alleviate our prospect's specific pain, not just general features and benefits.  

Every good salesperson knows the secret to selling is to talk as much as possible, right? Wrong! In this episode, Terri and Paul encourage you to honestly evaluate the amount of time you spend talking vs. selling. Selling isn't just a fancy PowerPoint presentation you can plop down in front of your prospect and hope for the best. It is your ability to demonstrate an understanding of your prospect's pain and what City Wide can do to alleviate that pain.   

Time to celebrate our 20th episode! In this week's show, Terri and Paul discuss the importance of using data and tools to help you close sales. Work the process and know when to ask for help. 

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.