Sandler Training by Peak Performance Management in Pittsburgh, founded by John Rosso in 1994, has been acquired by new CEO and Owner Sean Coyle, a longtime associate and partner of John’s dating back to 1999.
Many sales people don’t believe that their industry allows for referrals. This myth typically happens because people expect referrals to fall in their lap. When referrals don’t come in, they assume that referrals are just not possible in their business. The fact is that there are very few industries where referrals just happen. The rest of us have to work at them.
Many times we go on sales calls and make a statement, ask a question, and then make another statement. After about 10 minutes of this, something becomes obvious.
Have you ever heard the song “Whistle While You Work?” Some salespeople answer, “Remember THAT is make believe and NONE of those dwarves has EVER had to make a cold call.”
Most salespeople have found themselves thinking or saying, “That may work in other businesses, but not mine.” Don’t ever let yourself fall into this trap.
Have you ever heard someone say, “You should be in sales.” Usually, this comment is made to an outgoing and friendly person. People perceive them as born to sell. In some cases they are right. In most, they aren’t.
Too often sales people put their focus on being liked. “If the prospect likes me, they will buy” becomes the motto. Instead of focusing on the real added value they can bring to the table, salespeople often put their effort into being friends.
