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EAM Consulting Group | Troy, MI

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Sales Process

As I’ve said before, your job as a salesperson is to listen to the prospect. You have to figure out what they need, why they need it, and if you can help them come up with a solution. And that can’t happen if you are too busy selling yourself and your products.


In my experience with dealing with sales over the years, I’ve discovered there are two types of styles:
• Solving and selling
• Learning and listening

Let me tell you why I prefer the learning and listening style.

I recently listened to a podcast from Rochelle Carrington and it opened my eyes to dealing with objections. With many thanks to Rochelle, let me share with you what I’ve learned.

Your job as the salesperson is to find out the intent behind a prospect's question. The best way to do this is to answer their question with one of your own.


Have you ever made an assumption about what a client is saying to you, or what you think a prospect is going to say? If you have, you’re not alone. I think it’s safe to say that we as people, and especially as salespeople, are guilty of mind reading.

In my continuing series on the Sandler Rules, let’s talk about Sandler rule number five, “Never answer an unasked question.”

If you’re struggling to understand this rule, let me break it down for you. A sales pitch is not the same as a pair of shoes. If you experience buyer’s remorse over a pair of shoes, it’s a simple process to return them. However, it is not as easy to go back on a sales agreement.

Sandler colleague Antonio Garrido made that statement at his talk at the Sandler Summit this year in Orlando, and it has stuck with me ever since. What struck me was the simplicity of the message. Being different is better. The simplicity, however, hides a complexity that is key to the statement’s success.

Have you ever lost a sale you thought was closed?

John Rollins Finishes In The Top Ten at FRYS.COM Open

Have you ever shared too much information, too soon?

Are you missing out on conversations with people who could have bought from you?

Have you ever talked yourself out of a sale?

Have you ever jumped in with a "great idea" that killed your sale?

Have you ever overwhelmed a prospect with product knowledge?

Have you ever built a proposal or recommendation for your reasons, rather than the prospects?

Have you ever missed a signal that there was really "no deal?"

Have you ever stayed with a stalled prospect too long?

Have you ever sent the prospect the message that you "needed" the order?

Selling Tip 1 - Close more sales with weekly selling tips and techniques. Learn more about sales training in Troy, MI by visiting or Call 248-688-9805

You’ve got nothing to lose, and everything to gain, by establishing an up-front contract with your prospect!

A Decision Not to Make a Decision is a Decision - Sandler Rule 4 Have you ever had a prospect tell you, "I need to think it over?"

On your way to the bank, keep one eye over your shoulder.

Have you ever tried to deliver a "sales pitch" to someone you just met?

Have you ever tried to "script" a conversation with a prospect ahead of time?

Have you ever put off your prospecting tasks...and faced an income crisis as a result?

Have you ever lost a prospect's talking too much about your product or service?

Have you ever lost a sale because of a problem you could have dealt with earlier on in the process?

Have you ever missed the "moment of truth" in your selling process?

Have you ever lost a deal - by trying to "close" it?

The Bottom Line of Professional Selling is to Go to the Bank - Sandler Rule 20

Are you getting your fair share of referrals?

Have you ever shared too much information, too soon? Listen as Ken Seawell explains Sandler Rule #2

Have you ever been asked to "get started" ... before you close the deal?

Have you ever answered a prospect's question-and wished you hadn't?

Have you ever introduced a topic the prospect wasn't expecting - and stopped a deal in its tracks?

Have you ever given a presentation that left the prospect needing to "think about it ?"