TAILIEUCHUNG - SANDLER WORKS sm

Once commitment is gained, seal the deal. The potential member just said they were ready to buy the membership, so do not give them the option to now change their mind. Hesitating for even a moment can be the difference between a closed membership sale and a lost membership sale. Don’t act surprised when a member selects a membership option. Simply say, “That’s what I would have picked for you” or “Good choice”, and begin filling out the membership agreement. You want to make this part of the process as quick and as painless for them. | 3tadeks. Spotlight on Success David H. Sandler Founder The Sandler Selling System champions honest no-nonsense sales techniques that get results and yet preserve the sales professional s self-respect. works Something was wrong and David Sandler knew it. The year was 1966 and what troubled the struggling young salesman of motivational materials was the forced rote way in which he had been trained to sell. It did not feel right. Moreover it wasn t working. Sandler had had enough. So on his own he decided to take charge of his sales calls. Sandler took some bold steps. He began making verbal contracts with his prospects up front challenging them to convince him to sell rather than awkwardly trying to convince them to buy. His approach was radical. Unorthodox. Non-traditional. Yet it was dramatically effective. Sandler s customers were lining up to buy from him and a surefire new approach to selling was born. Sandler eventually refined his sales philosophy into a complete sales training system and founded the Sandler Sales Institute to spread the word. Today the Institute in Stevenson Maryland directs the activities of a sales training organization of more than 160 certified trainers and consultants in the United States and Canada. We have helped bring Sandler s unique take charge approach to selling to tens of thousands of grateful sales professionals and managers at all levels of corporate life and in all parts of North America. The Sandler Selling System champions honest no-nonsense sales techniques that get results and yet preserve the sales professional s self-respect. The System embodies a comprehensive new approach to selling the mastery of revolutionary techniques and a whole new attitude toward the sales process in general. Moreover it challenges salespeople to treat their prospects the way they want to be treated as intelligent thinking individuals. Sandler s ideas and methods remain on the cutting edge of selling where he committed his life to keeping them.

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