Sales Process

In order to implement that different selling approach, though, it is essential to first understand that the hard sell doesn't always sound like a hard sell. It doesn't always take the form of the stereotypical fast-talking salesperson we see so often in the movies and on television-- although it sometimes does. What the hard sell always does incorporate, though, is the element of selfishness.

Whenever you are more concerned with what you think you can do than you are with what someone else is experiencing on a personal and emotional level, you are engaging in the hard sell.
Whenever you make a recommendation without having learned exactly what the other person is going through, not just logistically but emotionally, you are engaging in the hard sell.
Whenever you claim to know what to do even though you have not taken the time to identify the true dimensions of the problem they face, you are engaging in the hard sell.
Whenever you treat someone as a deal rather than a person, whenever you consider a fellow human being as something to be “closed,” you are engaging in the hard sell.

Listen to this episode to learn how to succeed at repeatedly uncovering your buyers' pain points by adopting the "doctor" mindset and mastering the pain funnel process.

Are you looking to drive faster in decision-making in sales? In this episode, Sandler coach Brian Jackson discusses how to succeed at driving faster decisions in sales.

Price increases: they happen. Let’s face it, they’re part of business. But communicating about them effectively with buyers isn’t always something salespeople are given a lot of guidance on. 

In this episode, Jeff Stasiuk talks about the significance of writing effective field copy that can grab people's attention and lead them toward the sales funnel.

In this episode, Danny Wood will teach you how to create a powerful elevator pitch that will leave a lasting impression on your audience.

It’s usually pretty easy for us to think about the seller’s journey. That’s our sales process, and most of us are accustomed to thinking about that journey, simply because we already know what our own decision-making process looks like for deciding who we want to work with (and who we don’t). But what about the buyer’s decision-making process?

As an effective sales leader, you want to ensure, through your personal example, that you are walking your talk when it comes to decisions that support the first two pillars, sales process and methodology. Here are three important ways you can do that.

Your sales process is the steps you follow – the "what to do." Your sales methodology is the tactics and strategies you implement to execute that process – the “how to do it.”  With that much settled, it’s time to take a deep dive on the critical question of how your technology can best support your implementation efforts with your team – so that each person who reports to you works at optimal efficiency and produces consistent, predictable revenue for your organization.

Leaders can think of these areas as four pillars—four critical supports that the most effective sales leaders take full advantage of. Building a team without taking advantage of all four pillars can be a devastating strategic mistake.