15 Dummy-Up Reverses
Be smart about it - use the "dummy up" questioning technique.
It can be dangerous to reveal too much product knowledge during a presentation. A point you make to clinch the deal may have much the opposite result you intended - with you unwittingly talking the buyer out of a sale.
Are your salespeople...
- Prematurely dumping product knowledge that may hurt the sale?
- Presenting solutions without testing the waters to evaluate the value of specific features and benefits?
- Giving away all their "good stuff" while watching the prospect recoil, resisting being "sold to" without a true understanding of the depth and breadth of their issues?
Grab your copy of our guide now to uncover 15 strategic conversation pivots that will ease buyer apprehension, lower their defenses, and usher them into a more relaxed and open dialogue throughout the sales journey.
About Sandler
Sandler stands at the forefront of sales and management training globally, boasting a robust presence with over 250 locations across nearly 30 countries. Our proven methods and frameworks have been adopted by a multitude of organisations, ranging from esteemed corporations such as Oracle, Salesforce, and LinkedIn to small and medium-sized enterprises throughout the UK.
Our comprehensive training and consulting services have empowered companies of every size and type to enhance their performance and achieve unprecedented levels of success.