Eric Dunn

I often hear from salespeople that they spend 5 - 20 hours a week preparing business proposals they are "hoping to get;" however, most of the time, their efforts are unsuccessful. 

Why are we compelled to provide proposals when our 'gut' tells us we are wasting our time? 

Albert Einstein's definition of insanity was "doing the same thing over and over and expecting different results." 

That's also the meaning of our Sandler rule" Every unsuccessful prospecting call earns compound interest." 

Salespeople often get frustrated when they recognize a need and feel they could provide a product or service to solve the problem. 

Too often, the buyer or seller tries to dominate a selling situation, creating an imbalance that can only be solved with price concessions. 

Why do we think we'll hurt the prospect's feelings by asking a question? 

Salespeople must remember they are not responsible for how a prospect reacts to a question. 

Salespeople, in general, are often the neediest people on the face of the earth.

This neediness can easily lead to delusion and denial and create a false sense of security that the relationship is stronger than it is.

Let's admit it. No salesperson likes making cold calls.

Prospecting is perhaps the most stressful and anxiety-ridden aspect of sales.

Good clients are born from a good sales process that includes clear communication.

In a recent conversation with a new client, we discussed a struggling salesperson.

We decided to call the salesperson into the office and sort things out.

As a salesperson, your objective is to get your prospect to make a decision. Obviously, a "yes, I will work with you" is better than a "no, thanks." But even getting to that decision can be a chore for some.