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 Years ago, they used to say you had just a couple of minutes to make a good impression when selling over the phone. As the Internet got popular and email lost its luster, they said you had just a minute to grab someone's attention and earn the right to continue your pitch. Then as texting became the new mode of personal communication, that one minute shrunk to about 30 seconds... These days, as even texting is being ignored, you've got about 5 seconds to diffuse the myriad of emotions and reactions your prospects have to yet another sales person calling them. And you can hear these emotions in their voices: some are annoyed that you caught them picking up their phones; some are irritated that the receptionist put through another sales calls; some are angry and even mildly aggressive as you begin your pitch. On the other hand, some are willing to talk, ask you how you're doing, and actually seem interested in conversing with you. The key to successfully making that good i...

 If you have been keeping up with our recent blogs, then you learned a bit about our seven part sales system, or as we call it, The Sandler Submarine. But is knowing a good sales system good enough? Could be, but really it comes down to the implementation of that system , if you want to see tangible results. To be successful, you need to stay ahead of your prospect when it comes to knowledge about effective negotiating and selling techniques. Otherwise, you may fall in to the traps of the traditional selling model, and then prospects got you where they want you. They know all your tricks and have a few of their own to take control of the process. So how do you combat this competitive edge the prospect has gained? Well, training is probably the most important way to overcome these kinds of obstacles. Even if you have been thoroughly trained and are a seasoned veteran, you should maintain a training schedule to keep you sharp. This is one of the big reasons that it makes a lot of se...