Risk & Business Magazine Rogers Insurance Fall 2015 | Page 22

Don’t Let “Price” Derail Your Sale
Avoiding the Classic Mistake

BY: ERIC FRY, MANAGING PARTNER, SANDLER TRAINING

H

as this ever happened to you? You’ve
had a series of great discussions with
a prospect, taken lots of great notes, and
you’ve developed the proverbial “killer
presentation.” You’ve started to deliver
that presentation, and you’ve gotten
all kinds of positive signals from the
prospect: encouraging body language,
words of approval, that kind of thing.
Things seemed promising. Then you got
to the final slide, the slide everything else
was supposed to justify: the price.
And all the positive signals stopped cold.
The meeting ended without a
commitment. The prospect had to
think about it, had to talk to peopl