The STORY: About six months ago, Tim had done some research on firms in his sales territory and decided that The Hubble Group was a prime prospect. In the course of the research, he had obtained a publicly available corporate report which contained the names of all the company officers from the CEO down to the line managers.
Most of David Sandler’s famous rules for selling are fairly easy to get your head around, once you understand the basic idea they are built on. But there is one Sandler Selling Rule that makes a lot of salespeople uncomfortable. It may be the hardest selling rule of all for sales professionals to accept and implement . . . for the simple reason that it is designed to shake us up a little. It reads as follows: There are no bad prospects, only bad salespeople.
The companies that emerge stronger from a crisis all share one common strength –their sales and leadership teams are willing and able to move beyond their existing comfort zones, look to where new opportunities lie, set new priorities, and create new action plans.