You may have heard of the popular Sandler selling rule known as “reversing” and wondered what it was all about. No, it has nothing to do with backing your car up. Reversing simply means you answer every question from a prospective buyer with a question of your own.
The “forecast” from the salesperson is not based on any meaningful data. It’s more of a guess. Often, what sales leaders hear is best translated as, “See, I’m a closer!” Or, if a deal collapses, as, “Look, it wasn’t my fault.”
Often, the easiest person to sell something to is the person you’ve already sold something to. We forget this sometimes. Perhaps that’s because of the terminology we use. It’s quite common for salespeople and sales managers to talk about “closing the sale” – but is that word “close” really the best way to describe what’s really happening when there’s a decision to purchase our product or service?
Let’s dive in the awe-inspiring journey of conquering Mount Kilimanjaro with Claudia Dencer as she unveils the leadership and teamwork lessons drawn from this remarkable expedition.
Since the landscape of learning and development is transforming due to AI and language models, Sandler believes that those who understand and embrace these technologies will get ahead and stay ahead in the ongoing race for innovation, growth, and market share.
Troy Kanter highlights the impact of unstructured methods on forecasting and pipeline management. Discover how intelligence and AI, including Auctus IQ's contributions, bring data-driven insights into deal coaching.