August 9, 2010 by Sandler Training in Prospecting & Qualifying
Sandler trainer Jody Williamson explains Sandler Rule #41: "There Are No Bad Prospects, Only Bad Salespeople."
Sure, it's easy to externalize your problems if things aren't going well. "The economy," "they don't know what they want" and "they just buy on price" seem to be repeat offenders in the sales world. Remember: as a salesperson, it's your job to sweep those excuses aside. You'll never grow as a sales professional if you leave every call thinking you're just unlucky to run into the world's pickiest prospects. Take responsibility, and you're well on your way to a "Yes."
Sandler Training is a global training organization with over three decades of experience and proven results. Sandler provides sales and management training and consulting services for small- to medium-sized businesses as well as corporate training for Fortune 1000 companies. Our proven methodologies and specialized tools equip our trainees with the skills necessary to improve both their business and bottom line.
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