Gerry Weinberg & Associates

Have you ever sat in front of a prospect and thought you should say something – but didn’t?

Many of us in sales use the presentation phase for educating the buyer about what we do and what we offer. Does that really make sense strategically?

How comfortable are you, on a scale of 1-10, when a prospect says, “I’ll think it over?” Answering anything other than a 1 could be a problem.

We have all been in situations where we are on a sales call, and we get the sense that the other person has checked out of the discussion for some reason.

One of David Sandler’s classic selling rules sounds like a bit of a riddle when you first hear it: Don’t buy back tomorrow the product or service you sold today. Why would you ever do that? Who would want to? And under what circumstances would it possibly happen?