Marcus Cauchi is a seller who teaches selling, not a trainer who teaches sales. He has made £millions of pounds ….. of mistakes. He suffered much scar tissue in front of prospects and clients. He believes most salespeople make their own lives harder than they need to because they fixate on money as being the issue, they put the customer on a pedestal and treat prospects and suspects as if they are doing them a favour instead of realising that they have the problem which the seller can fix. Prospects don’t object unless the salesperson takes them there!
Marcus has been successfully serving his clients with Sandler Training since 2004. He used to struggle for the previous 17. He made all the mistakes you and your salespeople are probably making today; free consulting, putting the prospect in the driving seat, thinking the customer is king (a big fat lie!), by offering unilateral discounts and concessions which meant he was giving away his employers’ profits. Not for cissies!