Sales Tip for July 2006 - Volume 3

Danny Wood is a nationally known trainer and speaker on sales and sales management.

Danny specializes in working with business owners, CEO’s and senior managers to maximize the return on what is often their most underutilized resource, the sales team.

Danny’s work has been noted for providing his clients with the ability to realize millions of dollars in additional business that would otherwise have never materialized or would have been lost to competitors.

His knowledge, experience, and tremendous respect for the Sales Professional led to his being selected by NJEntrepreneur.com to be their Sales Expert.


"I have finally gained great control over the sales process in my firm."
Marc Blumenthal - Principal
Sax, Macy, Fromm

"Our staff has new confidence and much less fear."
Richard Magid - President
Soundboard, LLC

"I can’t remember the last time I heard, Boss – Our prices are too high."
John Fernandez - Owner
Signmasters, Inc

"Our sales went up 30% since we started with Danny’s program."
Jim Margiotta – President
PBI-Dansensor America, Inc.

Hold That Sale!


There are three primary reasons for losing a sale: you were given inaccurate information regarding the prospect’s needs, wants, problems, etc; circumstances might have changed and you’re not aware of it; and/or the prospect has been less than honest with you.

You cannot do very much to keep a prospect from intentionally misleading you.  You can, however, trust your gut. 

If the prospect is saying or doing something that doesn’t feel right to you or that is inconsistent with something that he/she said or did before, check it out.  Question it. 

At best, you clear up any misunderstanding.  At worst, you uncover the truth? That your prospect has been misleading you and really isn’t a prospect. 

In the long run, that discovery isn’t all bad.

© Sandler Systems, Inc. All rights reserved.


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Danny Wood Enterprises, LLC
201 Route 17 North, Suite 300
Rutherford, NJ 07070
Ph: (201) 842-0055
Fx: (201) 842-0789
Danny@DWESalesGrowth.com
http://www.DWESalesGrowth.com