We will be sharing the essential behaviours for successful prospecting, such as:
Effective communication, active listening, and relationship-building.
The correct mindset to overcome rejection, stay motivated, and persist through challenges, fostering a positive and resilient approach to prospecting.
Proven techniques and methodologies that are tailored to today's dynamic sales landscape, enabling you to navigate objections, qualify prospects, and close deals with confidence.
1. Uncovering Pain: By understanding the prospect's challenges and pain points, you will be able to position yourself as a valuable solution provider.
2. Qualifying Prospects: We will teach you how to identify high-quality prospects through thorough qualification, ensuring that you invest your time and efforts wisely.
3. Controlling the Sale: You will learn how to take control of the sales process by guiding prospects through each stage with clarity and purpose, ultimately leading to successful outcomes.
We started working with Sandler because despite doing a lot of proposals, we weren't winning enough of them, and we were experiencing flat sales. Our distributor channel also wasn't performing at the level we wanted. Sandler worked with our sales and sales leadership team over a two-year period, to help us put in place best practices in both direct sales and channel sales. In direct sales, this involved establishing a pro-active culture of lead generation within the sales team, based on consistent prospecting with an elevated skillset. We also learned to apply a consultative sales process and sell the value of our solution, as well as getting in front of decision makers more often. On the distributor side, we established consistent practices for on-boarding new distributors and managing them in a way that hugely elevated their performance. Working with Sandler enabled us to develop measurable, effective sales processes for both of our channels whilst integrating the behaviours, attitude and techniques required for success into our sales team. It just works. Working with Sandler has helped us close deals more quickly and consistently. Since 2019 we have grown sales organically from £4.7m to £8m without any need to grow the size of the sales team.
Bruce Clothier, MD.