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Greg Nanigian and Associates, Inc. | Braintree, MA


In one of our previous blogs, we put the “Dummy Curve” in to action, showing how being a “dummy” can help you in the sales process. We showed an example, using a young, inexperienced salesperson named Carlos, who had great results when he didn’t know much about what he was selling, terrible results after getting trained on the products, and then good results when he went back to his beginner, or “dummy” stage.

Take a look at what happened to Carlos...

In our previous blogs, I’ve been talking a lot about using the Sandler Pain Funnel to increase your sales. What I haven’t said yet, is, you should also adapt the Pain Funnel to your own style of selling. 


With the new year rapidly approaching (perhaps it’s already arrived by the time you read this article), it’s time to focus on the future and ask yourself three questions. What specifically do I want to accomplish in the new year? How will I do it? How will I know that I’m on the correct path for accomplishment? Do you want to grow your business revenues and profits? Do you want to increase your income?

In our most recent blogs, we've been reviewing Negative Reverse Selling and how it is very effective in creating great bonding and rapport with sales prospects. Negative Reverse Selling is a way of saying and doing the opposite of what the prospect expects from a salesperson, disarming them and creating trust with them. One of its more compelling techniques is called strip-lining, a method of using reverse questions to get the prospect talking, and you keep "throwing more line and let them swim". However, you need to do this step right or it could backfire on you. When you do it correctly, prospects feel like they are in control of the conversation, and you have a better chance of making a sale. Practice this step frequently in low risk situations before using it on your biggest and best prospects.

Far too often, salespeople throw information and free advice and their own time and money and resources against a wall hoping some of it will stick. “If I go to enough networking events, if I make enough new prospecting calls, if I talk about my product enough, if I ask enough people if they need this for their business, and if I make enough cold calls, then I’ll be successful.” We call this "spilling your candy in the lobby" and it's not an effective sales strategy.  

Here is what to do instead...

Within the professional buyer/seller environment, preferences and practices have altered dramatically since the spring of 2020. In many sectors, the dynamic between buyer and seller has changed in fundamental ways. Some of these changes, according to a new Sandler Research Center report, What Buyers Want and How Buyers Work, tend to favor the buyer.

Question: When should you tell your spouse that you love them?
Answer: Before someone else does!
The same basic principle holds true for your clients and customers. Your best clients really are your competitor’s best prospects. That’s why every sales professional should include specific customer success behaviors in their account plan to maximize the client onboarding experience, build and protect the relationship, expand the account, and generate repeat business and referrals. This is not a “customer service” issue. It’s a customer success issue, and we need to think of it that way!

The Sandler Research Center queried a subset of business leaders and sales professionals to provide a snapshot of the workplace right now.  Who is working in the office, who is visiting customers, where are business conversations happening and how do these vary by industry.

While people can change and grow in skills, they tend to be uncomfortable with both. So, what do you do about helping people to work through the discomfort that comes with change for personal growth and skills development? Here are four steps that can help you, whether you are introducing a new training program, application software, company policy or compensation plan.