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(Southern Counties) | pglynn@sandler.com
 

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Self Development

How can we use presumptive questions to gently open up a pain conversation and avoid our desperate want to tell our prospect how wonderful our service or product is?

Too often people hear what is being said in a conversation but they are not really listening intently. That can be frustrating to the person talking in a social environment but potentially a reason not to do business with someone in a selling situation.

Your mind-set has more to do with your success than almost any other single element. There are plenty of salespeople who possess extensive product knowledge, have numerous influential business contacts, are well-spoken and have appealing personalities, yet their sale performances are average…sometimes, only marginally acceptable.

Why? Why do we get up every day and go to work?

Because that’s what is expected: Really? In most companies, the last time you saw your job description was the day you interviewed and you don’t know what is really expected, do you?

Because employees depend on us: Really? Management books say a great manager implements systems that will operate well when management is not there.

Really it’s because Mum or Dad said so!