Try, Need to and Can’t. These are three words that any sales coach with their salt will not allow to pass during a coaching conversation without probing. Why? Because these words are almost always code for a salesperson doing what salespeople do best, influencing their manager’s and coach’s to let them slide.
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.
How do your prospects feel after sitting across from you in a sales call? Maybe the answer doesn’t come instantly to you. That’s OK. Here’s another question: Ever been to therapy? Don’t worry, it’s a rhetorical question… but it’s OK if you have. A career in sales can certainly lead to an occasional need for a therapist!