Sales Process

Listen to this episode to learn how to succeed at repeatedly uncovering your buyers' pain points by adopting the "doctor" mindset and mastering the pain funnel process.

Are you looking to drive faster in decision-making in sales? In this episode, Sandler coach Brian Jackson discusses how to succeed at driving faster decisions in sales.

Price increases: they happen. Let’s face it, they’re part of business. But communicating about them effectively with buyers isn’t always something salespeople are given a lot of guidance on. 

As summer approaches, most people look forward to relaxing on the beach and going on vacation. However, for salespeople, it can bring a drop in income because of the myth of the Eleventh Commandment. Many salespeople, whether they realize it or not, act as if there is an Eleventh Commandment that reads “Thou Shalt Not Expect Anything Significant to Happen urine the Summer, In as much as Thy Clients and Prospects Are Likely On Vacation, Preparing for Vacation, or Returning From Vacation. Fortunately, this so-called “Eleventh Commandment doesn’t exist, here are some types to avoid seeing an income drop in these “slow months”.

In the fast-paced world of technology sales, time is of the essence. The longer a sales cycle drags on, the higher the risk of losing to the ultimate competitor: the status quo. Long sales cycles can lead companies to stick with their current solutions, even when innovative technologies can offer substantial benefits. To avoid this pitfall and successfully close sales, it’s important to identify and fix the mistakes that can unnecessarily prolong the sales cycle and cost you millions.

Today’s “hustle economy” is stressing everyone out. Stress is terrible for your health, the American Psychological Association states “The consistent and ongoing increase in heart rate, and the elevated levels of stress hormones and of blood pressure, can take a toll on the body. This long-term ongoing stress can increase the risk for hypertension, heart attack, or stroke.” While some stress is normal, much of this stress is unnecessary. In sales, you might find that developing a sales system can reduce the pressure and stress you are feeling by increasing productivity.

In this episode, Jeff Stasiuk talks about the significance of writing effective field copy that can grab people's attention and lead them toward the sales funnel.

For some salespeople, the vagueness of their initial prospect meetings carries through to their eventual presentations. They fail to establish clear connecting links between the elements of their proposed offer and the specific aspects of the prospect’s requirements. Instead, their presentations focus too narrowly on their product or service, their company’s capabilities, and in some cases, on themselves.

In this episode, Danny Wood will teach you how to create a powerful elevator pitch that will leave a lasting impression on your audience.

It’s usually pretty easy for us to think about the seller’s journey. That’s our sales process, and most of us are accustomed to thinking about that journey, simply because we already know what our own decision-making process looks like for deciding who we want to work with (and who we don’t). But what about the buyer’s decision-making process?