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Achievex Corporation
P.O. Box 41482
San Jose, CA 95160-1482
(408) 404-6764
Virtual Phone & Fax Number
mbluckman@achievexcorp.com
www.AchievexCorp.com
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SandlerBriefs
"Sandler system is the best I've ever encountered...[and] the best part of my Sandler training is my trainer Michael Luckman."
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This Week's Sales Meeting Minute
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Who You Call On Is A Conceptual Thing
Hi, I’m Michael Luckman, CEO of Achievex Corporation a licensee of the Sandler Sales Institute. When you make calls, whether it’s a brand new sales call, or a service call to a customer, the level you call on in the organization is a reflection of how you see yourself conceptually. Now what do I mean by this? If you make sure to call on the President or the CEO, even if you meet with them only briefly before they introduce you to the individual they want you to work with, you believe you belong there. At the TOP.
Amateur sales people will only go as high as their mother will let them go. Her words will ring in their ears, “No sweetheart, he’s an important person. He doesn’t want to speak with you.” So instead, the amateur will keep calling on purchasing agents and other non-decision makers time and time again, even if they get nowhere.
Professional sales people know how to get invited in to see the President/CEO, and just as important, they also understand conceptually why they belong there. Where do you wind up over and over? The President’s office or the janitors closet. Who you call on is a Conceptual thing!
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Past Sales Meeting Minutes
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First Five Minutes of a Sales Call
The first few minutes of every sales call are critical. What you do at the beginning of each sales call can determine your success or failure, particularly if it’s a new client.
No matter how difficult prospects may be there is always a reason why they invited you in for the meeting. They’re not talking to you and spending their time just to be polite. Most people are too busy these days for social calls. There is always something going on even though they might not want to share it with you.
You can start the meeting by asking, “What were you hoping would happen when you invited me in today?” This starts the prospect talking and tells them you’re interested in what they want to get out of your time together.
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First Impressions are Lasting Impressions
Hi, I’m Michael Luckman, CEO of Achievex Corporation a licensee of the Sandler Sales Institute. When first meeting, all prospects immediately start to form an opinion of you. It’s based on how you are dressed, your speech, your tone of voice, your body language, and many other factors besides what you actually say.
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Goal Setting
Hi, I’m Michael Luckman, CEO of Achievex Corporation a licensee of the Sandler Sales Institute. What are your goals for today? Do you have definite goals you are working on or are you just reacting to what life sends your way?
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Your 30 Second Commercial
Hi, I’m Michael Luckman, CEO of Achievex Corporation a licensee of the Sandler Sales Institute. How many chances do you get everyday to introduce yourself and your company? How well do you do it? As a business professional you need a professional 30-second commercial that you can use networking, cold calling, in business meetings, and every time you have a chance to introduce yourself and your company.
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Telephone Prospecting
Hi, I’m Michael Luckman, CEO of Achievex Corporation a licensee of the Sandler Sales Institute. The telephone is the sales professional’s best friend. How many calls do you make and receive in an average day? What do you sound like on those calls?
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