Team Morgenthaler

Two thumbs up for yesterday's session with Wolf & Company, P.C.! Thank you to everyone who participated!

Great group! Thanks to Merrimack Valley Chamber of Commerce & its members for a productive session!

SANDLER RULE #41
THERE ARE NO BAD PROSPECTS – ONLY BAD SALESPEOPLE
Have you ever blamed a lost sale on a prospect’s personality or actions?
• Don’t allow yourself to get caught up in the “that-guy-wouldn’t-buy-from-anyone” syndrome.
• Do take responsibility.
Many salespeople have a tendency to externalize their problems, rather than accept the responsibility for what’s going on in their base of business – and in their careers. Guess what? Whatever is happening in your relationship with a prospect or customer – whether it’s success or failure – is your responsibility. Whatever is happening in your career – whether you have a good territory or a bad territory, a good manager or bad manager – is your responsibility.
WHATEVER IS HAPPENING IN THE ACCOUNT IS YOUR RESPONSIBILITY.

Learn how to "Reverse" or answer a prospect's question with a question to reveal their true buying motives

HOW TO USE REVERSING WITHOUT UPSETTING YOUR PROSPECT It’s a case of knowing what you are doing. If you practice your delivery, you can deliver an effective reverse without upsetting your prospect at all.

Andrew Botieri facilitating a Boot Camp segment on the "Up-front Contract". Harvard business school voted the "Up-front Contract" as it's #1 most useful tool in sale progression.

Thanks to everyone who joined and made it fun and interactive!