Peak Performance Management

Sales superstars are OK with a “no”. They realize that a “no” is not necessarily a bad thing. In fact, they are often satisfied with a decisive “no” and move on to the next opportunity.

"Prospect The Sandler Way" was named one of the best books of all time by BookAuthority!

Sales superstars plan before going on a sales call. They script out what questions need to be asked and the most effective way of asking. Every prospect has a unique situation with unique problems. Do you/your people know how to effectively pre-call plan?

Sales superstars are not afraid to ask tough questions. This gives them an edge because they truly understand the situation. Sales superstars know the budget, how decisions are made, and how their product or service can be a fit for the prospect. These facts don’t fall from the sky.

The next time a prospect or customer says or does something you don’t expect, disengage from the situation, set your initial emotional responses to one side … and get curious.

Sales superstars know the difference between pain and needs. Almost every salesperson can get needs from a prospect. Great salespeople take those needs and discover the pain underlying them.

One of the most essential steps required to qualify or disqualify an opportunity is to figure out if a prospect is willing and able to make any investments to move forward.

Has this ever happened to you? You’ve finally obtained the appointment. You’re looking forward to meeting with the prospect and asking the questions you carefully prepared in order to qualify the opportunity. You arrive at the appointment on time (or start the videoconference on time) . . . but before you can ask your first question, the prospect says, “OK, take it from the top. Show me what you’ve got.”

Jane was having problems uncovering accurate information during her discussions with prospects. Her conversations during sales calls tended to be unfocused, and she spent a lot of time pursuing options that her prospects ended up rejecting. Her manager suggested she try something called Negative Reversing.

Sales superstars set specific goals for themselves. They don’t work without knowing where they are headed.