1. Sandler Inspirations
If you keep doing what you’ve been doing, you will keep getting what you’ve been
getting.
Differentiation is the secret weapon in competing…not price.
Did anyone get any No’s this week?
Anticipate their questions
Any reason you will have to call me to reschedule.
Should anyone else be there?
We are expensive, not for everyone and difficult to learn, which one do you want to talk
about?
I don’t talk money on the phone let’s find out if we should meet.
NO GOALS – NO COLD CALLS
Do you have a card?
Let’s pretend I gave it to you? What will yo do with it? Average life is 7 hours.
What is your customer profile?
*Be a go giver – Not a go getter
Role of 250 – everyone knows 250 people. You need to get into someone’s rolodex.
Should I close your file?
If you were me why should I keep it open?
Before I close it. Can I ask you a question? Why did we open it in the first place?
Every service call is a sales call
SW3
N – Some Will, some won’t so what, NEXT
Sounds like you are mad?
There is always time to cold call.
I am worth it and it is the best day of their lives.

2. I believe in my product.
What experience do you create when you do business with someone?
Make a list of risky selling behaviors, then do them.
In one word tell me what is the culture of your company?
Four words I want people to ask me. “What do you do?”
People buy to move away from Pain or move toward pleasure.
2 Rules
-you will read it and take my phone call.
*They will know how good you are by your questions not your information.
There is a system for everything. How many have a selling system?