Every customer call gives a salesperson something new to learn. The problem is that the learning often arrives after the moment when it would have helped most. A manager may review the call, share feedback and explain what the rep could have done differently. The feedback is useful. But by then, the customer conversation is […]

Even though it may have felt like a productive meeting at the time, in reality, nothing really got accomplished. The buyer provided some useful information, the representative answered their questions, and everybody parted ways on good terms. Two days later, there is still no agreement on who owns the priority, who is responsible for the […]

A lot of sales processes expect the rep to keep persuading the customer until they finally agree. The Sandler sales methodology takes a different approach, avoiding the long demonstrations, vague follow-up activities, and opportunities that appear much stronger than they really are. Both parties qualify each other in a truthful, low-pressure way. If either party […]

There are two ways reps can blow discovery calls when using SPIN Selling. They can either quickly go through a checklist or ask open-ended questions that start good conversations but never develop a buying case for the customer. The SPIN Selling sequence is much more effective. It gives an account executive information about the customer’s […]

Many sales emails fail for one reason: they make the prospect do too much thinking. The tone may be good, but the intent is unclear, the value is difficult to find, and the next action is easy to postpone. Strong sales email templates do the opposite. They tell the prospect what matters, clearly state the […]