yes

Looks like some bandwith issues. bear with us

Everyone say hello to leon's dog!

Hi Leon's dog!!!!!

What is his name?

HI! making my dog bark!

Hi Roonie

he.s saying hi back!

Calling, emailing, fb lives

ys

Nice shades Allie

What do C & V stand for?

C-Suite - Chief Executives and Vice President Levelt

I have been on some calls with a couple of big players, and they don’t actually check their own emails. They have an assistant who is reading their emails before they even get to the big guy.

Email reluctance!

Hahaha, Call Reluctance

Haha Thank you!! I didn’t realize it was going to be sunny today, so I found some in the truck! Thank you to whoever glasses they are! LOL

Use emotional words - Frustrated, Concerned, Worried

Leon, are you going to send this example email to us?

Yes - Powerpoint will be sent to everyone afterwards

cool, thanks

multi method approach - mix the mthod and cadence

If you get a negative response, you need to respond to close the loop

Good thing I am funny...

You handsome devil

Our clients are telling us they are getting into more conversations than ever. NO better time to practice

Don't be afraid to address the elephant

It's top of mind awareness, filling the pipeline when the dust settles

Home Run Justin

Address it up front - don't avoid the elephant

For people who aren’t familiar with the Sandler system - what would you think is a good resource to start with?

What would you do in the scenario where you ask how they're doing with the COVID issues. To which they respond "still really busy and bringing in clients"

www.focusbusiness.sandler.com/sell

Great, time to spend more!

what would you recommend for folks like myself who are massage therapists/chiropractors and have closed their doors? With the uncertainty of how long this is going to go on for what is the best way to hit the ground running when everything is done

create social capital

Gift cards, online practices at home.

videos on stretching and exercises

Stay in touch with the most important clients and see how their handling this time. how you could help

In Home visits!? IDK if that is appropriate

boom

perfect I have the videos up already! thank you for the tips

What if people want to buy but need to buy on a budget?

what is the best way for me to build rapport when I am a new territory manager to this area and have never met my prospects and am starting during this crisis, how can I build trust with prospects I can't physically meet. Emails have helped some but not enough

How about selling gift certificates

good idea

shoot a 30 second video commercial introducing yourself

people want supplies but don't want to sign a long term contract

Once things open up....it may be like drinking from a firehose. Setting appointments now...for a specific date...but with the understanding the date may need to changed...would at least put the people into a queue of 1st come first serve.

Vanessa - I’m in the same boat! Address the elephant in the room - It works!

Great Point Scott

thank you!

remember whos most important to you and be flexible.

Is Peter still in here? How are you handling your loyal clients and servicing key accounts?

Thank you.

We have over 200 accounts that have stopped service. Some say they are going out of business We are not invoicing them

Not client side and sorry if I missed this earlier but what is a good response for people that are purposely slowing down and say that they’re not looking to move forward with anything but to call them when this has blown over. I feel as if that can be an excuse/easy way out of a sales call. Anything I can say besides “can I send you an email?”

You can't control the unknown but we can at least prepare and have the conversations.

I personally would rather be prepared

Everyone we are working with is most likely selling a good or service, just like us - just be human in your communication

Sorry but we're putting the project on hold indefinitely.""That makes sense. Things are certainly unpredictable. Now the project's off the table, can I stop being a salesperson and be a consultant for a bit?""Sure.""Thank you. I'm curious what you think your competitors will be doing now?"I don't know. I think a lot of them will be cutting back too.""I think you're right. Experience tells me projects like this will be the first areas to go. Is that fair?""Yes.""Is there any way that could work in your favour?""How do you mean?""Well, do you believe that at some point something close to business as usual will resume?""Absolutely. It's inevitable.""So where do you want to be when that happens?""Huh?""Do you want to be top of your prospects' minds as the go-to trusted brand who's been there throughout this tricky time or......another anonymous also-ran getting in touch cold as soon as the brakes come off?""The former.""But this project couldn't help achieve that?""No, it absolut

Absolutely. Sorry I’m typing notes as we go.

Brandon we will share the recording

Where is the angle of opportunities that are impacted with an influx of activity and business

Thank you for having this session today for all of us!

thank you for all of your advice and help!

Not to be cruel or hard here but this time will cull out the players that don't have stamina. This will create opportunity.

yes thank you!

Great point Scott Ellis

I'm a D. :-)

Totally agree Scott.

Highly recommend the Sales Mastery Class!!

The best referral for clients that are in the same boat as us - is to refer them to Sandler or directly introduce them to Leon and Patrick - it shows value and that your selling with noble purpose

Thanks to the team at Sandler, always helpful!

Thank you Karen

Thanks for conversation Sandler Team. Remember support local and socially distant. The Chesterfield Observer will have some specials later this week for all small business and members of the Chesterfield Chamber and a video message from our Editor

Thanks guys!

Value not PRICE

Thanks Guys!

Thank you !!!

Thank you. Stay well.

Thanks!