This week, I'm joined by Brett Baker, owner of Sandler Training in Springfield, MO. Brett works with many different BG distributorships across the country, helping them develop and implement a unique sales process using Sandler Training methods. In this episode, we discuss alternatives to the feature/benefit method of sales, upending the customers expectations of what a sales call should sound like, permission based selling on the service drive, and many of the interesting rules that the Sandler Training system uses to govern interactions with customers. I found this to be a fun and thought-provoking conversation, and if you enjoy delving into the theory behind sales methods, I think you'll enjoy it, as well. If you would like to learn more about Sandler Training, visit www.sandler.com, or if you want to get in touch with Brett directly, reach him at bbaker@sandler.com.
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