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Mercury Professional Development, Inc. | Phoenix, AZ

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Stay Out Of The Box!
Vincent’s closing numbers were not what he had been hoping for. He asked his manager,
Lynnette, what she thought the problem might be. After a little role-playing, Lynnette
suggested that Vincent was spending too much time selling “from inside a box.”  

He was getting trapped answering questions from the prospect, before he had an understanding of the prospect's needs.

Do you understand the prospect's decision process?  Are you reaching the decision maker?  Mary Crisci shows us how to systematically understand how the decision will be made, who will be involved, and what needs to happen.  The Decision step is step 5 of the Sandler 7-step sales process.

Successful prospecting is the combination of sales behaviors, attitude and techniques. We lead with behavior. And then we ensure our prospecting techniques are effective. Prospecting behaviors include....

Stripping line is a trick familiar to experienced anglers. Novice fishermen, when they feel a fish nibbling on their bait, try to set the hook by yanking the line. They usually end up with an empty hook—no fish—because the fish was only nibbling; it hadn’t swallowed the bait. That strategy is analogous to attempting to close a prospect at the first sign of interest or enthusiasm.


Do you know how to hold your prospect accountable for a decision and avoid a think it over?
How do you qualify the prospect before giving a proposal or presentation?

Diane, a recent sales hire, is debriefing a sales call with her manager, Luis.  Luis said, “In your meeting, you immediately answered her question about delivery-time windows.”  Diane thought for a moment, and then said: “Was it a problem?” Diane remembered Luis teaching Diane about “reversing” – the technique of answering a prospect’s question with a question.

The technique of answering a question with a question, or reversing, is particularly
effective in the early phases of a discussion with a prospective buyer. Some of the benefits
associated with reversing are....

Nobody wants to be sold to, but everyone wants to buy. Start working on the right side of the equation, by not looking or acting like a sales person. Tool #1, Sandler's Negative Reverse.

People buy from people they like and trust. As a professional sales person, it's our role to establish that trust quickly and effectively. We use our Bonding and Rapport tool set to establish trust, find the prospect's motivations and drivers, and help the prospect decide if it makes sense to work together.