By

Shawn Karol Sandy
The FIRST and WORST Sales Negotiation Mistake
I surveyed a sales team recently – prior to a Skills Building session on Pushback, Objections, and Negotiation – and asked them some of the most common obstacles they face in business development. Their answers didn’t surprise me, but one of the things about their answers that I pointed out really made them think –...
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Six Ways to Make Sales Negotiations Less Painful and More Profitable
We spend a huge amount of energy working with our clients on the early stages of their pipeline. Right now, at this time in history, the demand for our customers’ attention is in intense. We are fighting to be able to get in front of buyers for those first precious impressions and to be able...
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Personal Improvement needs more than information
There’s all this free sales advice out there … So, why aren’t your sales team members killing it? Why aren’t they soaking it up? Why aren’t they studying YouTube, signing up for all the webinars, and buying all the freaking books? Seriously, WHY? Don’t they WANT to kill it? Don’t they WANT to be the...
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How to handle the We need to think about it sales pushback from customers
There’s hardly anything I can think of that’s more cringeworthy to a seller than hearing, “I’ll think it over” come out of a prospect’s mouth after you’ve proposed a solution or put a contract in front of him or her. For me, it was worse than hearing a flat out, “No” or “I’ve chosen another...
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sales role play is awkward
No one and I mean NO ONE loves it when I’ve ever asked them to role-play a sales scenario. It’s hard to explain how many times I’ve gotten eye rolls when I brought up role-playing through a scenario. Why do we hate it so much? Well, it’s awkward. Everyone’s staring at you – thinking, “glad...
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Leaving the Door Open for Competition
Many times when a new client reaches out or “sends up the bat-signal” it comes after one or more significant sales losses – especially if the loss is an existing account and it came as a shock. This has happened to me when I was an account executive and I see this often when I...
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Are you playing BUSINESS WHACK A MOLE?
NOTE: This is an update to the WHACK-A-MOLE Business Strategy post from several years back. I work with both business owners and their sales teams and individual sellers and I see more WHACK-A-MOLE than ever! Does this title feel ALL too familiar to you? I write this blog as I had an encounter with a...
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Sales Onboarding and training are backwards
Why do we love toddlers and small humans in weddings? It’s not because ring bearers and flower girls perfectly execute their duties with the style and panache of professionals. It’s because, in spite of rehearsals, practices and coaching, we know that they are a wild card and are capable of melting down, going off course...
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Try this successful sales strategy lather rinse repeat
Do you remember the old instructions on the back of a shampoo bottle? I think there are still a few around with those instructions. “For best results, Lather, Rinse, Repeat” This was actually one of my super successful sales mantras when I was a sales account executive in Television, Commercial Print, and Flexible Office Space....
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Sales Training Mistakes Costing You Opportunities
Over these past few weeks, I’ve had strong reinforcements of my core beliefs about sales training: Most of it needs to be, “Undone.” I see proof every day that Sales Onboarding is upside down or backwards. I see sales training that is hype, technique and manipulation-based vs skills focused. Much of the current “well-known” sales...
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