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Blog

Here at Sandler Training in Oxford, our aim is to guide customers to reevaluate their approach to growth.

What is the conversation you have with yourself about prospecting to find potential new clients? Have you convinced yourself you don't have to call to make the revenue goals you have set for yourself?

Leaders no longer have the luxury of avoiding change. What was your most recent successful change in your organisation? Which recent change did not go so well?

Clients’ willingness to provide salespeople with referrals is primarily a matter of trust. And, salespeople can earn that trust not only by providing products and services that ultimately deliver exceptional results, but also by “delivering” exceptional experiences.

Prospects make buying decisions emotionally; they justify these decisions intellectually. To further understand this concept, it helps to know who is making the decisions and who is justifying the decisions.

Most businesses need to sell. We would all love to be the next Apple - the company who manages to attract customers to it, but most of us will always need to do some outbound sales. Owners and Directors tell me that they get most of their business by referrals - this is great!

Referrals are most definitely the most effective and efficient way of growing your business. However, if you are not competent at making calls - either cold or warm ones - how well prepared are you to deal with the referrals when they come in?

You can motivate people in three ways:
Carrot, stick and goals. Carrot and stick are not long term options because either the carrot has to keep getting bigger and bigger to incentivize people to move towards it or the stick has to keep going which is tiring for all! Instead goal setting fires up our internal motivators and make us want to perform for our reasons not anyone else's.