Welcome to our
Featuring the owner of Sandler Training ® in Oklahoma
One of my clients recently talked with me about how challenging himself to make his prospects comfortable has benefited his commercial real estate business.
Not long ago, he was meeting with an acquaintance to look at a very large property. My client talked with his prospect about the building and the surrounding area, but he also shared with his prospect how and why he works with people the way he does.
One of my clients suggested a meeting from 10-11 AM recently, and his prospect assumed my client was offering to meet up at either time—not that my client was setting the boundaries for an hour-long meeting!
Once you’ve been involved with Sandler for a long time, it becomes very natural to set a meeting time with an end time (say, 11-12) and both people know that’s a one-hour meeting. But outside of Sandler, that can present a communication challenge.
Want to shorten your sales cycle? Learn how to qualify and disqualify leads early on in the process. Stop chasing leads that aren’t going anywhere!
Most people spend an incredible amount of time chasing leads who aren’t going to do business with them. People will often get a long-awaited appointment with a prospect, do a well-prepared presentation, and then realize that they weren’t a good fit after all.
One of my clients has been in conversation with a prospect for many months, and there’s been a lot of back and forth between them. After an initial proposal and another, revised, proposal to this prospect, my client finally got a phone call with the decision-maker himself.