Skip to main content
Mercury Professional Development, Inc. | Phoenix, AZ

This website uses cookies to offer you a better browsing experience.
You can learn more by clicking here.


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.

Prospects don't always share the full picture with you.  Sometimes, they even use you for "free consulting".  Ensure your prospects are qualified before investing the time to provide a quote.  <Go to the Video>

Do A Reality Check
Eliza, a new sales hire, had posted an abysmally low closing ratio in her first 60 days on
the job. She was spending most of her time with prospects who ended up picking her brain
for advice and information … and then disappearing. Frank, her manager, asked her
during a coaching session why she thought that was happening.....

Our goal in prospecting with our 30 second commercial is to uncover a need or challenge from our prospect that we can help solve. When we surface the need, we build conviction, and then set up a meeting.

Dear Mary, I have a team of sales people that report to me. I’m frustrated that they don’t seem to be capable of being independent. How do I help them be less reliant on me?

--Overloaded Sales Manager

Dear Overloaded Sales Manager

Interesting question. First off, you’re not alone. I’ve had several conversations with sales leaders this past week voicing the same baseline concern. How are they supposed to balance their workload and their team dependency on moving the pipeline forward and closing new business?

Dear Mary: I’ve been in sales for 4 years. Yet I still struggle to navigate effectively between a transactional sale and a relational sale. How can I effectively bond with my prospects to tilt my sales engagements to be more relational?

--- Selling at the surface

Dear Selling at the surface, We are all familiar with transactional sales- we do it all the time. We might purchase something from a big box store– arrive, shop, stand in line, pay and leave. No relationship established. It’s all about the transaction.


Ryan, a salesperson in his mid-fifties, had hit a performance plateau. His commissions had been
flat for the past six months, and he had narrowly missed quota in each of those months. He
scheduled a meeting with his manager, Jeannine, to see if, working together, they could identify
any steps that would turn this pattern around...