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Central Scotland | amackie@sandler.com

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In today's market, it takes more than positive attitudes and charm to succeed in sales. It requires a systematic approach, successful behaviours and tools for maintaining control.
If you are looking to become more successful and powerful in sales, try these Sandler tools.

1. Sales Tool #1 - Up-Front Contract (UFC)

One of my personal favourites, the Up-Front Contract (UFC) is a key tool taught by Sandler. It ensures that salespeople and the prospect agree on what will happen during the sales meeting, prior to it.
Surprises can sometimes be fun, but not when dealing with a prospect or a client. Surprises during a sales meeting, either from the prospect or from the salesperson, can be a deal breaker, or at the very least, compromise a positive relationship.
Click here to learn more about UFC.

2. Sales Tool #2 - Reversing

Salespeople are not walking brochures! The value of a salesperson is not determined by the amount of information they dispense. It is determined by the amount of information they can gather.
Successful salespeople use reversing to gather information. Reversing means answering prospect’s question with another question. The objective is clarity and deeper rapport with the prospect.
Why do that? In most cases, the question prospect asks is never the true question. For example, when a prospect asks how big is the company that the salesperson represents, is that what they actually want to know? Or is there a hidden motive for asking this question?
Click here to learn more about utilising Reversing.

3. Sales Tool #3 – Dummy Curve

Don’t be put off by the name of this tool. It has nothing to do with acting silly around the prospect. It’s quite the opposite, in fact. Dummy Curve allows salespeople to show their expertise by asking the right questions. Instead of acting like a know-it-all and frustrating the prospect, this puts the prospect at ease.
A good example of this is Los Angeles’ finest cop - Columbo. He appeared to be harmless and naive by asking innocent questions, yet there was not a case he did not solve.
The same principle works for sales. Prospects don't want to be sold to so they remain vigilant when salespeople are around. This is not a good start for profitable and long-term business relationship.

Click here to learn more about utilising Dummy Curve.

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