Selling for Entrepreneurs - John Rosso

A presentation by John Rosso at Revolve Conference on October 30, 2015 at Wild Dunes Resort, Isle of Palms, SC

Transcript

1. Selling for Entrepreneurs John Rosso Sandler Training John.Rosso@Sandler.com www.peakperformance.sandler.com
2. • 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!!
3. What are some of the things prospects either say or do during the sales process that sometimes frustrate you?
4. Why should I buy from you? 1. 2. 3.
5. Be disarmingly honest to establish instant credibility.
6. Go for a NO to be better positioned to define what YES means.
7. People buy emotionally…. and then justify their decision rationally.
8. A decision to not make a decision… is a decision.
9. You can’t get mad at someone for doing something you never told them they weren’t allowed to do!
10. Thank you! John Rosso Sandler Training John.Rosso@Sandler.com www.peakperformance.sandler.com