Carlos Garrido

While this idea of a decision not to make a decision may sound confusing to you the first time you encounter it, if you follow it through, you will find that it makes perfect sense. In fact, this simple Sandler guideline often serves as the last word when deciding whether you have a “live” prospect – or a “dead” lead.

You may have heard the old saying that 90 percent of success happens between the ears. That’s easy enough to say. But what does putting this principle into practice really mean? What does it look like when it shows up, in a discussion with a prospective buyer, as part of who we really are?

To sell effectively to the modern buyer, we need to identify and set aside all the head trash that keeps us from engaging effectively and often to uncover new opportunities.

It is far easier to sell at your listed price than most salespeople realize – even during economic uncertainty. Here are three steps you can take today that will make selling without discounting second nature, no matter what else is going on in your market.

Rick, a 10-year sales veteran, had major issues creating rapport during his sales calls.

What do you do when a buyer or a prospective buyer says something aggressive or confrontational?

What’s your very first instinct? How often do you act on that instinct? What happens when you do?