Bonding

In this episode, we sit down with Christopher Roche, CEO of Catalyst Consulting, to discuss how to succeed at creating demand. Christopher explains that lead generation is the typical marketing approach used by companies, but it often leads to frustration due to unqualified leads.

In this episode, Chris McDonell discusses how to use Sandler's up-front contract to increase rapport. We will talk about how an up-front contract can help with bonding and rapport and how it can be used to ensure that objectives are clear.

My message for sales professionals is simple: You’re a consultant, so behave like one. That means asking the right questions… then asking more questions … and even more questions …. until you fully understand what the buyer needs to be able to close the gap between where they are and where they want to be.

Here are some of the key questions we coach salespeople to be prepared to ask in the initial phases of a conversation with a prospect.

Here are five simple ways we can improve the quality of our communication with the people who are currently buying from us and expand and deepen those relationships over time.

Read Time: 8 Minutes

Many sales professionals we work struggle with the question of how to leverage social networking platforms like Facebook, LinkedIn, and Twitter into their business development plan. Here are twelve simple steps you can take that will make it easier for you to launch and sustain mutually beneficial social connections online.

Read Time: 4 Minutes

People will work much, much harder for their own reasons than they will ever work for your reasons. You, as a manager, have an obligation to find out exactly what those reasons are. And the very best way to do that is by leading with kindness.

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.

If you decide to continue with a prospect, you are managing your time. If the prospect decides what to do, who is managing your time then?

Why is it important for sales people to bond with a prospect? It sounds like a stupid question but one that many sales people can’t answer. The fact is that no one ever won a deal because they could bond well with others.

Most salespeople are taught or assume that in order to begin the sales process they need to be excited and enthusiastic. I say that’s crazy! I prove in my workshops that enthusiasm kills when the enthusiastic one is the salesperson.

It should not be the goal of the salesperson to sell his image. Selling your image doesn’t put money in the bank. Selling product does.

When the prospect seems to be upset, annoyed, or bothered, ask him about that. By ignoring his feelings, you will be shown the door.

Knowing where your client is, future and past, tells you where your prospect is in the present.

Failure to Launch Syndrome happens when the other person – who may indeed be a perfect fit for what you sell – decides that you’ve jumped into “countdown mode” too early in the relationship. The other person loses confidence in the process because he or she feels unheard.