Sandler Brief

Buyer's remorse, the feeling of regretting a purchase, is a common challenge in sales. Securing a "yes" from a buyer is just the beginning. The real selling process starts after that affirmative response. By proactively addressing any lingering doubts or concerns the buyer may have, sellers can help them navigate the emotional journey of post-purchase uncertainty. Here's how.

You may have heard the old saying that 90 percent of success happens between the ears. That’s easy enough to say. But what does putting this principle into practice really mean?

Failure is how we learn and grow. It's how we move forward. People often confuse role failure with self-confidence, self- esteem, or self-concept. Failure to obtain a meeting or close a deal is simply role failure. It’s not who we are. We may fail within a role, but we are always perfect and complete as human beings. Embrace your failure.

The sales process is not the place for us to get our emotional needs met. Someone can say “No” to us, sure. But no one can use that “No” to undermine who we are as a human being – unless we give them permission to do so.

Pain is such a strong emotion that prospects will do anything to avoid it. So, forget about features and benefits. When you get your prospects to feel pain, especially pain in the present, and you then find a way to demonstrate that you can end their suffering and hurt, you’re a step closer to winning the deal.

Use third-party stories to say what needs to be said and share your feelings. This kind of sharing is the key to building strong relationships, relationships that endure and deliver overtime for the people you work with – and for you.

If you want to take your game to the next level and maximize your odds of winning, save your presentation for late in the sales cycle.

Sometimes salespeople are a little surprised when we share a simple, time-tested selling principle: a prospect who is listening isn’t really a prospect. What does this mean? Isn’t it a good thing when someone listens to what we have to say during a sales call?

The powerful learning model David Sandler called the Success Triangle is a proven formula for sales success – and a proven formula for every other kind of success. Sales leaders, and all leaders, can benefit from learning about it and implementing it with their teams.

In order to have clearer communication with our sales team, we need to implement, and consistently use, a common process.