Tip of the Day ...

Great advice. Free. From The Sandler Rules.

Today's tip:

Leverage your prospects unmet needs to your advantage. Help them discover for themselves what they want and why they need your product or service.

Your meter is ALWAYS running! Don't allow a friendship to overshadow the business relationship.

Getting too emotionally involved with a sale will make you careless. Keep your composure and don't lose sight of your objective.

If you're at the end of your rope, switch your settings from salesperson to consultant. Your advice could very well close a deal!

Learn to take responsibility. If you lose a sale, acknowledge that the prospect isn't "bad," your sales strategy might be at fault

You can lose a sale by talking too much. But you'll never lose a sale by listening too much.

Investigate. A crowd of suspects are bound to have a prospect or two.

You don't have to like prospecting, you just have to do it.

Need motivation? Focus on the end result: gaining new customers and taking commissions to the bank.

Failure is a common milestone along the path to success.

When you fail at something, find the lesson so you can succeed the next time.

Don't tell prospects how they will benefit from your solution. Help them discover why, and let them tell you.

If things get awkward or tense during a meeting don't pack up and leave; clarify what has gone wrong. How? Ask.

In the sales game, only one score matters. Hint: it's what you take to the bank.

A sales script can kill a sale.

Uncover the truth, even if it's not something you want to hear.

You can open your ears or your mouth, but not both at the same time.

Come up with a game plan that is unique to you and your company.