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Mercury Professional Development, Inc. | Phoenix, AZ

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What does a spilled box of candy have to do with a sales call? Everything.

It's all about free consulting; Giving your information away for free without anything in return.

Ask yourself: If they already have your information, if they already have your pricing, do they ever really need to talk to you again? What’s to stop them from taking your information and shopping your competitors? What would you do in that situation if you were the prospect? Be honest. You’d shop around, wouldn’t you?

If you manage your sales process well, closing is the easiest part of the sale. In the Sandler System, Fulfillment is when we provide a proposal or a presentation. It comes only after we've followed all the steps that lead to this point, including

1. Bonding and Rapport
2. Up Front Contract
3. Pain
4. Budget
5. Decision
Now we're ready to present, but not before setting the ultimate up front contract. A yes/no decision when the presentation/proposal is presented.

Too many salespeople are willing to perform free services for their customers without any discussion whatsoever. The salesperson hopes the customer will give him some consideration in return.  But hope is not a strategy.  A few simple questions can help ensure your customer values the extras you provide.

Many successful professionals who consider attending our Negotiating Mastery Webinar ask us how Sandler Training has benefited other people like them. I thought I’d share a couple short stories with you.
Here’s what Brian, CEO of IT Services Company relayed. "Before Sandler...

By now, you may have seen a couple of our posts about our Negotiating Mastery Webinar. We posted “a day in the life” story about how “How Dave Mastered The Art of Negotiation”.  We also learned how other companies and professionals have benefited from working with Sandler Training by Mercury. For example, ....


One of the distinguishing characteristics of top performers in sales is the ability to avoid two common, self-imposed mental handicaps: reachback and afterburn.

Reachback is what happens when an impending event begins to have a negative influence on our attitude and behavior.  This is might be seen when the salesperson's outlook may be disturbed for hours or even days at the very thought of going into a fearful situation, such as cold calling.

Afterburn is the flip side of reachback. We’ve all experienced it. It’s what happens when a past event has a lasting negative influence on our present behavior. 

Read on to find out how to avoid these sales killers.

Do you ever feel like you're still a little kid trapped in an adult body? Maybe you just want to let loose and have fun? Or maybe you flash back to commanding or disciplinary messages from a parent or teacher?

A psychological concept called Transactional Analysis plays a critical role in your sales success. For one, we can't allow our inner child to attend our sales meetings. There's no place for the sales professional's silliness, reluctance or fear in a sales call. And while we don't want OUR child in the sales call, we DO want to talk to the prospects "Child". We want to make an emotional connection with their desire for fun, or safety. Read on for a brief ...

If you lose a big sale, have a bad month, or don’t make quota, what is your typical first response?
For many salespeople, there is a temptation to externalize.  A human relations model called Transactional Analysis helps us understand why we don't take personal responsibility, and how to address this gap.