Team Morgenthaler

08/18/2020

Excellent session with LEGACY Supply Chain Services! Thanks for being a fun and lively group!

08/14/2020

SANDLER RULE #40
FAKE IT ‘TIL YOU MAKE IT
Have you ever sent the prospect the message that you “needed” the order?
• Master the art of “singing like you don’t need the money.”
Some sales are lost because the prospect senses that the salesperson “needs” the order. A salesperson can telegraph these messages through nervous reactions, body language, hesitancy, etc.
IT’S OK TO WANT THE DEAL. IT’S JUST NOT OK TO NEED IT.

08/13/2020

https://www.linkedin.com/pulse/making-pain-crystal-clear-greg-nanigian

08/12/2020

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

08/04/2020

With the increase of virtual networking, leveraging your social platform to achieve your business goals is more important than ever before.

Check out this white paper on Sandler Training's best practices for creating a strategic social network:

Sales Training, Customer Service Training, Sales Management Training, Coaching & Consulting in Boston, MA from Greg Nanigian & Associates, affiliate Sandler Training in Woburn, MA

08/03/2020

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

07/31/2020

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.

07/30/2020

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

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.

07/29/2020

Awesome last session of our new 6-part Virtual Boot Camp! Congrats to everyone who completed the Boot Camp. I hope you got a whole lot out of it and happy selling!

07/27/2020

Big thanks to Mark Manuel and NTMA for making the "Manufacturing: ​How to Protect & Grow Key Accounts" workshop a success! Thank you to everyone who had the chance to make it out, I hope you all got a lot out of it!

07/24/2020

SANDLER RULE #42
A WINNER HAS ALTERNATIVES, A LOSER PUTS ALL HIS EGGS IN ONE BASKET
Have you ever tried to “script” a conversation with a prospect ahead of time?
• Don’t try to plan the sales call word for word.
• Do keep your options open.
Some salespeople diligently “plan” their sales calls, sentence by sentence or even word for word. They tell themselves things like:
I’ll start by saying…
Then, I’ll present…
Next, I’ll ask…
The prospect will likely say…
Then, I’ll bring up…
The prospect’s reaction will probably be…
Then, I’ll respond by saying…
And so on.
Planning your sales calls, step by step, can be beneficial … as long as you don’t try to stick to the script, word for word, when it’s actually time to interact with the prospect.
THE PROSPECT HAS HIS OWN SCRIPT TO FOLLOW.

07/22/2020

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!