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Sales Process

Within the professional buyer/seller environment, preferences and practices have altered dramatically since the spring of 2020.


Many salespeople don't like prospecting because so many prospects don't need what they sell.  Imagine if all of those unsuccessful calls could actually be earning compound interest?  Jim Wilcox, owner of Wilcox & Associates, a sales and management consulting and training organization in Fort Wayne, IN shares insight on how sales people can earn compound interest on unsuccessful sales calls.  

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As a sales professional, there is a wrong way and a right way to bring up a problem your prospect has, but hasn't yet talked about it.  They haven't mentioned either because they don't know it exists or they are embarrassed to talk about it.  Jim Wilcox with Wilcox & Associates provides some insight on the best ways to bring up these hidden problems without killing the deal. 

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There is one word that salespeople should never use.  Jim Wilcox with Wilcox & Associates discusses the word you'll often hear from underperforming sales people and why successful sales people avoid it all together.  

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In an enterprise sale, where there are lots of moving parts, things can get complicated. Here are four best practices we share with our clients.


Put your buyer shoes on for a moment.  When the salesperson asks how they can help you, do you respond with "just looking"?  It is one of many little 'lies' we tell salespeople when we don't want to be 'sold' something.  If you are the salesperson, we've got some tips for getting to the truth.  

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“Please just send me a better proposal, and when you do, give me your bottom line. I don’t have time to go back and forth. Just get me your best number.”


Video conference calls are now an integral part of many sales processes. That’s one legacy of the pandemic era that seems likely to be with us for a while. With that shift in mind, here are five videoconferencing best practices we see market leaders using to move the sales cycle forward.


George Carlin did a bit once about words that included the phrase, “it’s the context that makes them good or bad.” The bit *hasn’t* aged well, but his words are prescient when it comes to techniques learned in training.


Mike Montague interviews Rachel Shi, Senior Manager of Partnerships at Vidyard, on How to Succeed at Video Selling. 


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