Len Petrancosta

As a leader, having difficult conversations is an inevitable part of the job. How you prepare for the discussions will directly impact their effectiveness.

Great coaches make it their personal responsibility to crack the success code of their constituents.

When communicating with a prospect, a sales professional can easily struggle to know what the prospect wants to know. By following these three tips, a sales professional can avoid communication errors that may cost them the sale.

A salespersons cookbook is a strategy to reach weekly, monthly, quarterly, and yearly goals.  Take your selling to the next level by developing a recipe for successful selling using three simple steps.

Not every prospect will be a sale, but do not let the no hurt your confidence. Maintain a positive attitude, because the sale is coming.

Winning at sales takes planning. More specifically, you need to plan SMART. Look at it this way:

Ever been hit by a situation completely out of ‘left field’? Yes, there is a lot of repetition in customer care, but there are also situations that are so completely ‘out there’ that we have to touch our fingers to our chins to close our own mouths.

If you’ve been up close to the Sandler Training sales approach, you’ve probably heard, “Go for no” at least more than once, if not a hundred times. In fact, hearing the word, no, from a potential client can be your gateway to a sale. But it makes a big difference when the no occurs during your sales cycle with a prospect. You may hear a hard no or a soft no. The trick is to know the difference.

Defining a “yes” can instantly become a “no” in the first ten minutes of a sales call- especially if you are not being specific as to what a “yes” means. In order to get specific, you need to be asking yourself a few questions

You’ve done it. After months of courting a prospect, you’ve closed the sale. “Yes,” the prospect has said, “Let’s get this going.” Your happy ears are on. Understandable. You’re beaming about your job well done. Good for you. But wait a minute...