On behalf of Sandler Training, our thoughts are with our clients and their families and businesses impacted by COVID-19. We are committed to working with you to help you and your business through these extraordinary times. Sandler is open but operating remotely in accordance with recommendations by the CDC to do our part to hopefully help ‘flatten the curve’ of the spread of the virus. We’re here for you and our community. Please don’t hesitate to call or email us to talk through your concerns. Best wishes for the health and safety of your families, teams, and clients.
Skip to main content
Peak Performance Management, Inc. | Pittsburgh, PA

This website uses cookies to offer you a better browsing experience.
You can learn more by clicking here.

Have you ever scheduled an hour on the calendar with a prospective client and when you get to the meeting they announce they only have 10 minutes?

How about after a selling situation, you walk out of the building kicking yourself because you forgot to cover a topic that you should have or the prospect wanted to cover?

Have you ever had an excellent sales call, and discovered that you should be working together, but you have trouble reconnecting, landing in each other voicemails, and have no in the future clear next step?

These scenarios are very frustrating for sales people but happen more often than not.

How can sales professionals can make sure that they:

  1. Have adequate time to accomplish all that needs to be done.
  2. Cover the entire agenda, and discuss what the prospect really needs.
  3. Make sure we have a clear next step, or close the file.

If you start the meeting off with a Sandler Training tactic: the up front contract, you will ensure you receive the outcome you desire.

The following is an example of what that could sound like after you’ve done adequate business bonding:

I wanted to thank you again for inviting me in today, we had about an hour on the calendar, are we still good for that? (This will let you know up front if you have enough time)

Ok great…

Last time we spoke, we talked a little bit about XYZ and ABC, I wanted to make sure we covered that today, and I wanted to ask you, when you were preparing for this meeting or my name popped on the calendar, was there anything that you wanted to make sure we discussed today? (This will enable you to make sure you get all of your talking points on the table, as well as the prospects)

Sounds good…

A couple different thing could happen today after we get into this.

If at any point either of us feel like we are not a good fit for each other, feel free to let me know, and I will be just as candid on my end if that is ok with you. We can shake hands and go our separate ways.

Or we may find the beginnings of a fit here, and at that point I’d like to make sure we take some time at the end to iron out and calendar our next steps, are you comfortable with that? (This will help you set a next calendared meeting and prevent mutual mystification for the follow up.)

Use this as a template and avoid future frustration.

Sales Report: 5 Mistakes in Tech Sales That Could Be Costing You MillionsWhy Salespeople Fail.. And What You Can Do About It

Learn a new way of selling that puts the salesperson in control of the sales process. This report is all about making and exceeding those all-important sales numbers and sales forecasts.

Download Your Free Report Now.

Make a comment

Share this article: