🏆 Quick Sandler Technicque

Read time: 1 min.

Recently we’ve been starting a Sandler training program.

There are a ton of great techniques.

But, one small technique stood out to me.

How do you call out a customer that has a terrible idea?

Use this easy framework:

Acknowledge/Understand.

“Hey Robert, I totally understand where you coming from, and how you could see that working”

“My biggest concern”

“My biggest concern with that is, if we skip the trial process we could fail to uncover some ways you could use our platform as well, as hinder your ability to sell internally”

“What are your thoughts on that?”

This is will allow you to callout big red flags, bad ideas, and things you probably don’t agree with while not coming across as harsh.

P.S. What’d you think of this weeks newsletter?

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Cipriano Martins Sales Synergy