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Mercury Professional Development, Inc. | Phoenix, AZ

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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...






Certain events or activities trigger companies as your potential client. Identifying these trigger moments is vital to your prospecting strategy.  They can drive marketing channels, sales channels, partnerships and messaging.  Based on the trigger moments, we can identify what pain indicators would be relevant, and how to intercept our prospect when they hit the trigger moments.

Aligning people's skills and aptitudes with the right role is vital to both their success and the success of your team. Yet, too many times, we rely on gut feel, or resumes to make this critical determination. As you might expect from a company focused on repeatable processes, Sandler has a step-by-step process for evaluating both your sales positions, and your people.

But let's start with the current state of most sales teams. Sandler's Sales Leadership research posed this question about role alignment to hundreds of sales managers.  The results?  About 40% of sales leaders are confident that they have the right people in the right roles.