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Southeast | mcauchi@sandler.com
 

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Professional Development

I’ve failed a lot and often. I was in sales for nearly 17 years before I discovered these secrets of selling successfully. In the first part of this series I introduce the 1st of my top 7 reasons why you fail to sell.

In this series we've looked at failing to Plan, failing to Prospect and the importance of sounding different to your competitors: focussing on your customer and not on what you have to offer. But attempt to sell using features and benefits and you've hit on the 4th reason why you fail to sell.

"Why do my sales stall when they have to be referred up to the boss or CFO?" In Part 1 Marcus Cauchi explained the Buyer Seller Dance. In Part 2 he tells you how to avoid it.

How do I prevent myself being shunted by the boss without securing my route back into the boardroom?

Share the advise Marcus gave to one of his President's Club Alumni, Jim, who was worried about a prospect who wanted to buy but had to get sign off from the CFO first. Jim was struggling to decide how best to help his prospect get a yes.