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Sales AboutFACE, Inc. | Ottawa, ON

Sales Process

You won't capture a prospect's attention with features and functions and long winded description of what your company does. Your message, whether delivered verbally or in print, must focus on those problems, concerns, and challenges most relevant to your prospects.

The seller crosses the dance floor and approaches the buyer. The buyer's guard goes up and a natural tension emerges as both parties jockey for control over the dance.

A complex enterprise sales pursuit is not much different from a Formula 1 race. It's a team sport, with the race often won in the pits not on the track. While preparation and race strategy are important, the race often goes to the team who out-executes the other guys with great strategy who fails to perform tactically.

Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.

Implementing a well designed “selling system” brings more control into the selling environment and with control comes increased exposure and accountability on the part of the sales force to execute against a set of predetermined strategies and behaviours.

How to control the play when there’s two or more of you in the game ... In a one on one sales call, there’s enough action going on that even with the best selling system we often have to work hard to maintain control while at the same time ensuring the prospect feels they are in control.

An email webinar promo for lawyers just crossed my desktop and the opening line reminded me of that old joke about a lawyer and a salesperson crossing the road. How do you tell the difference?

A summary of Terry Ledden's address at the international Sandler Client Summit in Orlando, Florida, Feb 14 - 15, 2013. Many organizations struggle to achieve the changes in behaviour necessary to execute their plans and strategies. Terry presents best practices to drive the velocity and sustainability of change.

An article by LA (Leslie Anne) Palamar - Sandler Associate, about some of the challenges and obstacles sales producers face when it comes to Cold Calling.

In a sales negotiation, who exactly are you dealing with across the table? The average buyer or the chainsaw wielding savvy buyer? Have you fallen victim to typical tough tactics of the savvy buyer? Let's look at the attributes and behaviours of the average buyer and actions truly savvy buyers take to turn up the heat on the seller.

...... apologies to Mark Twain. Move beyond the semantics of the definition of Cold Calling, and watch your business grow.

When the time comes for an open, honest conversation about investment, sales people too often find themselves caught in a game show like situation with the prospect as the host and the salesperson-contestant attempting to guess which door, sealed envelope or case opens to the treasure hidden within.

While there are several factors that contribute to success in the sales arena, there are five things you must have in order to maximize your potential and the results you achieve.

He who leads the dance, controls the tempo, how far it goes and when it's over. Who's leading who in your deals? Tired of being left on the dance floor .... the read on

Reason 1) Sales training doesn't work. Granted there are more ways to go wrong than there are approaches that work. Here are some underying reasons for sales training failure and what to avoid. A definite must read for anyone considering an investment in sales training.

Lots of salespeople hear the stalls, objections and barriers prospects put in the way of moving the process forward and see them simply as speedbumps.

Too often we launch and deliver training and nothing changes. Here are 6 easy, high-impact must do's before spending on training.

The Good Cop interview strategy relies on a trust based conversation to discover the true candidate. The Bad Cop interview relies on observation of behaviours in real time to discover the real candidate. What do you think? What’s your experience been as either interviewer or interviewee?

The candidate described by the resumé is never the real candidate. The answers candidates give you may not be the real answer. Use "Reversing" questioning techniques to discover who the real candidate is in behind that resumé.

Have you noticed the correlation between the age of deals in the pipeline and win rate? The longer they take to "close," the lower the win rate. And how much time, effort and resources go into chasing decision makers for a conclusion? Here are three quick tips guaranteed to collapse time to decision and improve your ROTI ... return on time invested.

For some, sales opportunities are becoming fewer and farther apart. When sales desperation meets customer opportunity the chances of actually closing the deal become critically impaired.

Independent study by Aberdeen Research Group finds Sandler clients have a 70% probability of outperforming their counterparts.