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Mercury Professional Development, Inc. | Phoenix, AZ

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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.

Believe it or not, your parents were wrong. Money actually does grow on trees.

Skeptical? Don’t be. Just be willing to ask yourself: what kind of tree? And the answer is: a referral tree.

Think about how many referrals you received over the past, say, twelve months. Why did you get them? Were you being proactive? Were you utilizing a system for generating them? Did you make a point to ask clients to send referrals your way?

Elaine’s sales manager, Tom, had an unexpected question for her during their weekly one-on-one coaching session. It sounded like this:

“What are you going to do to cut down on your TIOs?”

You may have heard of the popular Sandler selling tool known as “reversing” and wondered what it was all about. No, it has nothing to do with backing your car up.
Reversing simply means you answer every question from a prospective buyer with a question of your own.

It's a simple skill that can help your sales team close more sales.  Let's learn more....

The dust hasn’t completely settled. Yet we can’t wait any longer to revitalize our revenue. We’ve observed three types of business conditions in today’s pandemic economy.
1) New opportunity has immediately emerged.

2) For other businesses, significant revenue degradation. They are struggling to survive.

3) The vast majority, are seeing a small to moderate downward impact on business, with tremendous uncertainty AND OPPORTUNITY.

With an enormous segment of the work force working remotely or at home, remote selling skills are critical.  It may be social media selling, managing zoom meetings, or cold emails and calls.  It's also about adapting our sales process to a remote environment and examining and executing new strategies.

Success in sales is a combination of Behavior, Attitude and Technique.  In this segment from our recent "How to Succeed Selling Remotely Webinar", we look at a couple highlights on the remote selling technique side.

When you're in a sales call, the prospect should be talking 80% of the time. Use Sandler's Reversing technique to be the one who is asking the questions.

Our clients are asking for help: 

  • Help the sales team be successful in their new remote work environment.
  • Help the leadership successfully lead an all remote team.

One of the tools we recommend for successful sales professionals is competency assessments. And part of the competency assessment is identifying which competencies are important for a given role. In this framework, here’s 7 competencies for success as a remote leader:

In periods of major disruption, there are three shifts we nearly always see in a sales team:

  • Some people will leave of their own accord.
  • Some will no longer have a role to fulfill in the team and must go.
  • Some will have to change their responsibilities.

Managing these transitions with minimal disruption will...