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Greg Nanigian and Associates, Inc. | Braintree, MA,

This rule describes the strength of reversing in the Sandler Selling System. By using the reversing technique of answering a prospect’s question with another question, you encourage the prospect to tell you more. And, getting the prospect to tell more is the key to getting beneath surface pain to real pain, the pain that will lead to a sale. Let the prospect do the talking, and use reverses to keep information coming.

Look Inside and Outside

SWOT analysis is a process your team can use to structure your approach to the competition. SWOT stands for Strengths, Weaknesses, Opportunities, and Threats—not those of your competition, but those within your own organization. Strengths and weaknesses are internal factors that either enhance or hinder performance and success. They include management style, personnel, staff competence, and training and professional development. Opportunities and threats are external factors of the environment in which your company operates, and have the potential to help or prevent your company from succeeding. These factors can include your competition and customers, suppliers, politics, and the economy.

Life without UFCs

Have you ever heard the term “like herding cats” used to describe an unmanageable situation? Well, trying to sell without using up-front contracts is like trying to herd cats. One thing is for sure, you won’t be the one in control of the sale. Begin using up-front contracts from the first contact with the prospect. By agreeing on what will happen on the first call, what will happen in the next step, and each step following, you can keep control of the selling process. Your prospect will also appreciate having a UFC so that his or her time won’t be wasted. Don’t forget to review each UFC you make.

You Make the Call

Situation: You’re on a call and the prospect says, “Your price is too high.” What should your response be?

Action: The prospect has made a statement, not asked a question. Many traditionally trained salespeople would immediately respond with, “Well, I think we can come down on the price if . . . .” However, the Sandler trained salesperson will reverse the statement to clarify and gather more information. Remember, there are two parts to a reverse: the softening statement and the question. For example, the reverse may be: “That’s an interesting observation. Help me understand—when you say, ‘too high,’ what does that mean?” He/she will not be adjusting price, but discovering what the prospect is really saying.

Your I can Lift Your R

If you view yourself as mediocre, and not at all exceptional, guess what your sales career will be like? Right, mediocre, and not at all exceptional. But, if you view yourself as exceptional, if you rate yourself as a 10, you’ll expect so much more from yourself, and you’ll deliver! Sandler training is not just about the techniques of effective selling, it’s about how to get your “I,” your Identity, to a 10, so that you can perform your Roles, or your “R,” at a 10. That requires getting out of your current comfort zone, and accepting the challenge of risk. Failure and rejection are inevitable in selling. Failure doesn’t make you mediocre, but your response to it may. Keep your “I” high!

If you're not satisfied with your sales, we invite you to participate in one of our workshops for FREE as our guest - along with paying clients. In other words, these are real training workshops, not promotional programs. On Thursday, 11/3/16 in Braintree we are having a workshop called “Going Negative with a Smile”. Register now at

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