Mar
15
Sandler Sales Training Week 3--by Stella Kramer
The third class of the Sandler Sales training class focused on asking the questions needed to draw out your potential client in order to seal the deal and get the job. The idea is that if you ask the right questions you will not only find out what the problem is, you’ll also be able to establish trust with your potential client and make them feel understood—the cornerstone for getting the job.
You need to find out what brings the client to you—what isn’t working for them. If they’re coming to you, there is already a problem they’re trying to fix. So ask them why they’re not using the same person as before. You need to know what has changed for them and what pressures they’re under that makes them want to go in a different direction.
You need to find out what brings the client to you—what isn’t working for them. If they’re coming to you, there is already a problem they’re trying to fix. So ask them why they’re not using the same person as before. You need to know what has changed for them and what pressures they’re under that makes them want to go in a different direction.