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Sandler Training | Phoenix, AZ

Up Front Contract

Sales meetings can help you win more business, but if not handled well they can cost you time in front of prospects. 

I read an article recently that slammed sales people for using the "hard sell" tactic of asking for a decision at the end of a presentation. To paraphrase David Sandler, don't make presentations without a prior commitment to make a "no" or "yes" at the end of the presentation. Two valuables a sales person possesses are information and time. Making presentations without a commitment by a prospect to make a choice between "no" and "yes" at the end is a waste of both. Now, there are two instances when asking for a decision at the end of a presentation is a hard sell tactic

Your meeting date and time has been established.  You're confident your product or service is superior to your competitors.  Your goal for the meeting is to convince the prospect. You've planned to be there for 45 minutes.