DEMO THE SANDLER WAY
LEARN HOW TO RUN A DEMO THAT WILL WIN THE SALE
Rico Fantozzi | Senior Associate
Rico is passionate about helping salespeople and sales leadership build predictable revenue machines. An entrepreneur at heart, Rico started a logistics business in 2004 and grew that consistently, until 2009, when Rico made the switch to the tech industry. Rico went on to build strong revenue growth engines at three different companies using Sandler principles.
Rico is pursuing his MBA with an emphasis on Analytics that can be applied to help his clients take a data-driven approach to solving their revenue problems. After participating in various Sandler programs for 5 years, Rico’s passion for its principles and philosophy led him to join Market Sense.
Some of the most talented sales professionals don’t know the difference between a demonstration that closes vs. one that loses the sale. There are many reasons why traditional product and service demos fail. The salesperson may overwhelm the prospect with features and benefits, instead of uncovering issues that are most important to the prospect and addressing how their product could solve their unique problems. Or maybe the salesperson is too eager to answer all of the prospects questions that they end up boxing themselves into a corner they can’t get out of. Whatever the case, demos don’t have to be a painful experience for anyone.
In this session, you will learn how to properly conduct a demo the Sandler way —you will learn how sales reps can use demos as a fact-finding opportunity instead of a “show up and throw up” presentation.