Archives For sandler sales

Photo by DStelzl

Everyone works to move the sale up the ladder – here are 10 things that will take you right back down (in no particular order):

1. Kicking off with your PPT slide show

2. Beginning the meeting with obvious open-ended sales questions

3. Allowing their IT person to become the focal point of the meeting

4. Pushing to close the deal this month – quota being your primary motive

5. Focusing on product features

6. High-Tech jargon

7. Asking, “What keeps you up at night?”

8. Not having researched their company prior to the call.  “So, what does your company do?”…duh.

9. Lack of confidence in front of executives

10. Poor presentation skills

© 2010, David Stelzl

Tomorrow at 11:30 est I’ll be covering fees in much greater detail – by request, I did change tomorrows topic to “fees”.  Everyone struggles with this, everyone paid on gross profit is hurt by this. One of the most important changes you can make in 2011 is how you price projects and how much margin is realized per deal.  Doing thousands of small deals is exhausting, so learn how to increase deal size, gross profit, and value price.

The program is one hour, it will be recorded, and all those who sign up will receive a free recording of it on Monday.

Remember, if you are attending, feel free to submit questions and issues by email prior to the meeting.  I will cover as many as I can based on relevance.

Here is the link:

© 2010, David Stelzl

Love him or hate him – you’re forced to make a choice.  Even the bad press gives the seller pictured here more fame and reputation.  He wins from both sides.  Remember what Seth Godin says, “Obscurity is your biggest enemy.”

When you present the obvious,  lack any differentiating opinions, and look to please everyone, you end up standing in a crowd among millions.  You are not a leader, you stand for nothing, and you bring no value.  All you can do is represent another choice but not one that stands out.  Perhaps you’ll win on price if you are a large reseller with big discounts, but your life is limited.  Eventually Dell or CDW will pass you with with an online sale.  In their world, the high-involvement salesperson is not needed.

So look again at your presentation!  Is it interesting? If not, change it…this is the hardest part of selling.  Once your message is great, begin working it, make it perfect, and learn to deliver it with confidence.  This has made the man pictured above one of the most well known figures in American radio; like him or not.

© 2010, David Stelzl