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Sales AboutFACE, Inc. | Ottawa, ON

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Terry Ledden

You won't capture a prospect's attention with features and functions and long winded description of what your company does. Your message, whether delivered verbally or in print, must focus on those problems, concerns, and challenges most relevant to your prospects.

The seller crosses the dance floor and approaches the buyer. The buyer's guard goes up and a natural tension emerges as both parties jockey for control over the dance.

I was on my way into the office this morning, stopped in traffic, and couldn't help notice the daily message posted on the welcome board of a church in our local community.

Why would one's self-worth take precedent over net-worth, particularly in our performance based culture?

Being net worth focused, for the wrong reasons, actually grinds away at self-worth as we continue to compare ourselves (what we have) to others who've made it to the next rung on the ladder. We train our brain to think "I'm not good enough, yet! But I'll feel better when I get that bigger car, new house, more toys!" We start to feel less and less OK about ourselves and self-worth .......

Fed up developing solutions, generating proposals and just plain doing busy work for prospects and clients expecting to close a deal, then nothing happens? Start by being a lot more curious AND don't believe everything they tell you!

Our attitudes and beliefs shape our thoughts and responses to things, information, observations. Attitudes and beliefs come in one of two forms and to a greater or lesser degree. People walk through life with an attitude of either abundance/possibility or one of scarcity/limitation. When the going gets tough and the pipeline dries out, maintaining an attitude of abundance and possibility requires the ability to face and address what appears to be a growing impossibility. Allowing the scare of scarcity to fester and grow and impact activity is a quick downward spiral to crash and burn. The enabling benefit of an attitude of abundance and possibility is only one pill away .... but for some can be a tough pill to swallow!

A complex enterprise sales pursuit is not much different from a Formula 1 race. It's a team sport, with the race often won in the pits not on the track. While preparation and race strategy are important, the race often goes to the team who out-executes the other guys with great strategy who fails to perform tactically.

Why the wheels fall off of a simple customer service encounter.

Top sales driven pros burn bridges everyday. Every other salesperson works hard to build bridges. Terry Ledden, Sandler Training, exposes the connection to burning sales bridges and consistent top performance.

Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.

How to control the play when there’s two or more of you in the game ... In a one on one sales call, there’s enough action going on that even with the best selling system we often have to work hard to maintain control while at the same time ensuring the prospect feels they are in control.