30. Why Sales is a Science and “No” is a Blessing | ALL IN Talks with Jeff Borovitz

Sales is like building muscles in the gym. If our sales skills and your sales practices do not get reinforced regularly, they’re not going to remain as sharp as you want them to be.

Today, we’re having a conversation with Jeffrey Borovitz - renowned ales Trainer, Speaker, Executive Coach, and a business owner.

Jeff says that as the sales professionals, we are paid much more for the information we gather rather than the information we give out. So the key is to talk less and listen more.

There’s such a thing as transactional analysis in sales. Every time you give something, you want to make sure you get something of equal value in return.

That’s why getting to “no” as soon as possible is super important. In this regard, “maybe” is a much, much worse answer.

Tune in to learn what does the “leave your child in the car” rule means, what is the reverse auction, and Why you should try to disqualify your leads rather than qualifying them.

What do you think? Do you follow any Sandler rules? Tell us about it in the comments!

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Thanks for listening. 

Find Jeffrey Borovitz on LinkedIn

https://www.linkedin.com/in/jeffreyborovitz/

Visit Sandler Training at  https://www.sandler.com/

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