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PEAK Sales 203-264-1197 | Trumbull and Farmington, CT
 

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Sales Process

Doctors: When it comes to your practice, would you rather sing a solo or join the choir? Different models offer greater or lesser autonomy and financial benefits, and generally, more autonomy means less financial reward, and vice versa. It’s important to consider all possible scenarios before making a decision.

Consider this BUYER/SELLER Scenario:
“Tim, that’s a really fine product you have,” responded Joanne.
“Well, I certainly appreciate hearing that,” responded Tim figuring that in the next moment or two, she was going to make up her mind about buying...

In the 4th quarter, depending on your clientele, many have been given a budget to work with for the year, and the natural tendency of a good number of those with money to spend is to not spend it all too soon.

Docs: Is your Practice Culture Working?

True leadership comes from the top down, but it is often the management team that will lead the troops into battle every day. Those teams enforce the culture that the managing partners put forth.

Winning enterprise business presents unique challenges to selling teams and selling organizations in general. First you need to understand how selling to large corporations differs from the less complex world of selling to small and medium-sized companies. It takes time, energy, commitment and money but the payoff can be huge.

A few months ago, one of our clients told us how he used a powerful technique to help one of his team members who was having some problems with moving buyers toward a decision. During a role-play session, he shared a Sandler strategy called “stripping line.”

Unless you are a vendor at a flea market you really don’t want to get into the negotiating game with your buyers.

First a little Marketing 101 for all of you that slept through that class in college…

Most negotiating problems are selling problems - weaknesses in the sales process that become evident when you go to final negotiation. Great negotiators focus on being great sellers first, reducing the amount of negotiating to a minimum. The key is to make sure you don’t just treat the symptoms, but that you go to the source.

You can close prospects all day long, but if you can’t keep them you make your prospecting efforts twice as difficult.

Selling to enterprise accounts presents some unique challenges and selling to large corporations differs from the less complex world of selling to small and med-sized companies. The Sandler Enterprise Selling program takes everything that has made Sandler so effective over the last 50 years and enhances it to address the needs of organizations selling to and serving large, complex enterprise accounts.  

Has this ever happened to you? You’ve finally obtained the appointment. You’re looking forward to meeting with the prospect and asking questions you carefully prepared in order to qualify the opportunity. You arrive at the appointment on time (or start the video conference on time) . . . but before you can ask your first question, the prospect says, “OK, take it from the top. Show me what you’ve got.”

And the meeting goes downhill from there.