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Professional Achievement Group, Inc. | Rockville, MD


Has this ever happened to you? You had an initial meeting with a prospect. You asked that prospect what seemed to be all the right questions. You had what felt to you like a good conversation, and based on that conversation, you scheduled the next meeting. You sat down at your computer. You prepared a proposal...

Quick! What is the best sales presentation you’ll ever give? Were you stumped for a moment? Don’t feel bad. It was a trick question!

We have all been in that position. We thought we had something. The deal fell through. We know it’s over. The buyer made a decision. We have to say something. The question is, what? There should be a ‘go-to’ move in this situation, something we do consistently, as part of a process. So - does that ‘go-to’ move exist?

Have you ever had a selling opportunity that seemed to be headed toward a win - and then lost the deal when you found out that you and the prospect had different ideas of what was really under discussion?.

One of David Sandler’s classic selling rules sounds like a bit of a riddle when you first hear it: “Don’t buy back tomorrow the product or service you sold today.” Why would you ever do that? Who would want to? And under what circumstances would it possibly happen?

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...

Has this ever happened to you? You’re in discussion with a prospect about the possibility of working together. The meeting is going well. You’re working your way through all the questions you know you’re supposed to ask at this stage. You’re paying close attention; you’re taking notes. One of the questions you ask strikes a nerve with the person to whom you’re talking...

What’s the least comfortable you’ve ever been during a discussion with a prospect?

Have you ever gone out shopping for something and run into a salesperson that was a little too eager to show you exactly what you were looking for? And maybe the pressure you got from the salesperson didn’t help you feel warm and fuzzy about the buying experience. At that point, you really felt like getting out of the situation, and out of the store so you could see what was available elsewhere.

So what did you do? You extricated yourself from a potentially awkward situation with that salesperson by uttering the magic words: “I just need a little time to think it over.” It worked. You were free!

As selling professionals, we hear this all the time, don’t we?

If you start with the right people…for the right reasons, deal with potential problems in the early stages of the process, rigorously qualify opportunities, and ensure that you and your prospects are on the same page at each stage of the process, you’ll be able to complete the selling process in a shorter period of time… which in turn means more sales… and more profit or commissions.