Selling for Entrepreneurs John Rosso Sandler Training John.Rosso@Sandler.com www.peakperformance.sandler.com

• 78% of sales people, when asked, said they did a good or great job at differentiating themselves • When customers were asked, they thought only 3% did • 87% admitted to continue to chase a deal when they KNEW they had little or NO chance at winning • 86% of buyers said they did not buy because they did not feel the sales person understood them or their business • Only 2% of sales people had a clearly-defined objective for a sales call • The average amount of time in seconds that a sales person could bear silence was…. .6 seconds!!

What are some of the things prospects either say or do during the sales process that sometimes frustrate you?

Why should I buy from you? 1. 2. 3.

Be disarmingly honest to establish instant credibility.

Go for a NO to be better positioned to define what YES means.

People buy emotionally…. and then justify their decision rationally.

A decision to not make a decision… is a decision.

You can’t get mad at someone for doing something you never told them they weren’t allowed to do!

Thank you! John Rosso Sandler Training John.Rosso@Sandler.com www.peakperformance.sandler.com