Helping people make decisions

How can you help people make decisions if you’re not a decision-maker?

David Sandler believed sales training would have little results if it only concentrated on techniques. It is essential that salespeople have the confidence to use the skills they’ve learned and in a professional way, help the prospect make a buying decision.

To be an active participant in that decision-making process, one has to follow a decision-making system. If you don’t have the system or more importantly the belief and confidence to apply it, you’ll get more stalls, objections and you’ll become frustrated with your selling career.

It’s essential you work to develop:

  • Increased self-esteem so you don’t feel awkward asking well crafted questions.
  • Recognizing alternatives and realizing that not every prospect is the same. Your ability to recognize the prospect’s communication style will allow you to develop a one-on-one personal relationship.
  • Removing inhibitions and paralysis will help you stop procrastinating and justifying it. But it’s not easy. You have to strengthen your ‘gut’ system to become mentally and emotionally tough.
  • Removing our blinders that cause you to stay with a non-opportunity too long. This only lengthens the selling cycle and stops you from moving on to better opportunities.
  • Owning your decisions is a big part of success. Learn to recognize what’s best for you, your company and the prospect. It may not be “no” forever, but if it’s “no” now, say “thank you” and move on to someone who may say “yes.”

If fear of failure stops you from making decisions and moving forward, it will stop the decision process in the sale. The prospect will be undecided and if you accept their lack of decision conviction, you’ll have wasted their time with a selling process that is unproductive.

Copyright 2012 Sandler Training and Insight Sales Consulting Inc. All rights reserved.

John Glennon is the owner of Insight Sales Consulting Inc, the authorized Sandler Training Licensee for the Interior of British Columbia. He can be reached at [email protected], toll free at 1-866-645-2047 or view his website at www.glennon.sandler.com

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About the Author

John Glennon is an authorized licensee of Sandler TrainingSM in the Interior of British Columbia.

John is an accomplished sales person and manager with over 17 years sales and sales management experience. Beginning in sales in 1990 as a sales representative, he progressed to territory manager, sales manager, division manager and national sales and marketing manager roles throughout his career.

In 1997, John became a student of the Sandler Selling System. This introduction changed his sales career and over time propelled John and his career to new heights.

Successful in accelerating growth through strategic leadership, John knows firsthand the value of a sales training approach that follows a learning philosophy of ongoing reinforcement. He is experienced in driving the behaviours, attitudes and techniques required of an effective sales team.

Sandler Training is offered on a regular basis from their Kelowna, BC training center and through innovative distance learning programs to the rest of the BC Interior.


[email protected]

The views expressed are strictly those of the author and not necessarily those of Castanet. Castanet does not warrant the contents.

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