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Coffman Group, LLC. | | Kansas City and San Diego

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Sandler Brief

Imagine you’re deep into the sales cycle, having engaged in what seemed like promising discussions with a prospect. You've crafted an impressive presentation, received positive feedback, and then, upon revealing the price, the prospect's enthusiasm vanishes. The deal goes cold. Why?

Not all buyers have the same priorities … but sometimes we make the mistake of imagining they do. The buyer’s journey has certain discrete stages. It’s our responsibility as sales professionals to understand these stages, identify the priorities that connect to each stage, and then adapt to those priorities. 

As salespeople, we can sometimes be our own worst enemy when it comes to communicating or interacting with buyers.

Below is Sandler’s famous Success Triangle. The triangle's three corners can drive our ascent to our fullest and highest potential in sales and life. They define the three critical areas of ongoing development that, taken together, can make sustainable personal and professional growth a daily reality – not an abstract idea or a faraway goal but a consistent series of measurable improvements in both performance and achievement.

Key customer accounts are like vast fields of dark, rich, fertile soil.  Your selling and serving teams have the seeds of growth in hand. But to grow or even retain important accounts, you have to deliver success on the customer’s terms. That means maintaining high-level client-executive relationships is essential. And these relationships must be based on value, as defined from the client’s perspective.

Often, the easiest person to sell something to is the person you’ve already sold something to.

One of the most powerful ideas for maximizing team sales productivity is surprisingly simple: “Don’t buy back tomorrow what you sold today.”

What’s the key to running a great sales meeting? What one technique makes a great meeting a more likely, rather than less likely, outcome for both sides?

Do you instantly agree when a prospect asks you to set up a detailed presentation and deliver it?

There’s one simple, easy-to-pose question that will, if you use it consistently, simultaneously improve your closing ratio, shorten your sales cycle, and deepen your relationship and impact within the buying organization. And yet salespeople hardly ever ask this question.