Carl Herrick

Salespeople often believe that ABC (Always Be Closing) is the first rule of sales. Not so. Sales Professionals know that constantly asking for the order makes them a pushy salesperson. Instead, pros ask the right questions at the right time to guide the prospect in establishing the next steps in the sales process. Prospects will either move toward closing themselves … or disclose their hesitancy, issues, or where problems still lie.

Sandler Louisiana Offers Training Eligible for State Reimbursement

Small business training programs for managers, sales, and customer service teams

Sandler Training by Herrick Consulting Group is offering training and development compliant with the Louisiana Incumbent Worker Training Program (IWTP) Small Business Employee Training Program. The IWTP provides funding to qualified companies to improve the skills of existing workers.

In the past 60 days, what have you done differently to improve your performance? Have you learned and practiced a new skill? Maybe you overcame your fear of failure and attended an event or engaged in a new activity that previously scared you? Or possibly you finally worked up the courage to contact someone you've felt intimidated by? If you did stretch in some new way congratulations! ... If you haven't challenged yourself in a new way, welcome to the life and career-limiting place called the "comfort zone"... Here are 3 tips to help you break out of your comfort zone and begin living the life of adventure and limitless potential you deserve.

We can change the meaning of ABC from "Always Be Closing" to "Always Be Curious" by marshaling in a new, more collaborative and overdue era of professionalism in sales, which is the lifeblood to the success of every business.

ABC is a common phrase in sales training. Most people think it means "always be closing," but when we do sales training, we prefer to say it means, "always be curious." Do you know which one is used more frequently in your qualifying process? 

Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.