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Chip Doyle | Pleasant Hill, CA

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Chip Doyle

As a sales trainer, I get a lot of pushback about the word “pain.” Many of my clients reason that there are many other motives to explain why people buy. There have been multiple instances where they were offended by the very word “pain” and its negative connotation and then asked if we can call it something else instead. 

Read Time: 4 Minutes 

One of the easiest things salespeople can do to manage their time and improve their closing ratio is to set clearer expectations for sales appointments. The few clients I have that are in a one phone call close measure call duration. Because the faster their people get to yes or to no, the more customers they can speak with in a given day.

There is a common misperception that crackerjack salespeople should educate prospects to get the sale faster. Since sales managers believe their salespeople must have and share knowledge, they send new salespeople to the manufacturers to learn everything they can possibly know about the products. Once the salesperson is “adequately” trained and goes out to visit with prospects, they jump at the opportunity to educate their prospect. After all, this is what they thought they were supposed to do.

Body language (including facial expression) is extremely communicative. Much more than the words we use. It’s not an exact science but we use a rule of thumb that body language is roughly 8 times more communicative and impactful than the actual words.

One of the foundational elements of Sandler Training is to focus on what is within our control. And the only thing you can really control is yourself. Instead of worrying, it’s best to take stock of what you can control and focus on the right habits and activities that you can do that will affect your achievements in 2017.

For those of you who don’t know your vampire lore, vampires have some weaknesses. They cannot enter your home unless they are invited in. And for those of you that know Sandler, consultative salespeople must be invited in to visit with their prospects.

This week the CEO of a major bank announced they were doing away with sales goals in retail banking. Of course the intent of this move is to re-build the bank’s brand and retain valuable customers. They said they wanted to insure that their salespeople are focused on the best interests of their customers.

Many sales organizations get caught up in the details of educating or convincing their prospect to buy. Some sellers might even ask “What do we need to do to earn your business?” and worry about what they can do to facilitate the buying process. “What do you see as next steps?” is another common question that salespeople ask. These sellers lose sight of the fact that it’s the prospect that needs to do something for a sale to happen.