The speaker this evening was Mr. Jack Hauber of Sandler Sales Institute. Mr. Hauber had spoken to us previously with a very impressive presentation held at the Sandler Institute. Mr. Hauber has accumulated more than 25 years of sales, management and training experience with both products and services. He started his career as a marketeer with General Electric Information Services. He stated that his success is a result of his guarantee that he will never be less committed to his clients' personal and professional success than they are.
Referrals allow one to avoid competition.
We must learn to qualify our prospects in terms of his need, authority and control of money. All human beings by nature resist being sold. They see sales people as being scum. They resist by withholding the truth. It is important that bonding and repport be developed.