Tired of Up and Down Sales Reports?
Do you want predictable, consistent results—every quarter, every month, every day?
Introducing Josh Seibert's New Book
Winning from Failing
Josh Seibert's new book, Winning from Failing: Build and Lead a Corporate Learning Culture for High Performance, shows company leaders how to harness the natural adult learning progression. This book shows sales leaders (and others) how to create, support, and sustain a workplace learning culture that measurably improves performance. Launching such a culture always starts with top management's recognition that it is okay, even essential, for people to fail...within clearly defined boundaries.
Mark Tucker, Vice-President Sales and Sales Planning at Blue Rhino
Listen to Mark Tucker explain how Sandler was able to adapt different sales training concepts to his team at Blue Rhino. Mark says, "We had to get away from the sales model of only talking about price and service to be successful. When we found Sandler, we were able to achieve that."
Sales Meeting Minute
I Want to Be Liked!
We all have a social need to be liked, but is it necessarily what you should strive for as a business development professional? It's a trick question - because if we are liked - that's a good thing, as long as being a good guy doesn't mean wimping out.
It's a fact, some people would rather be liked than make the sale. Some people are afraid that if they ask the tough questions, disqualify a prospect or plant their feet on price, then they won't be liked. On the other hand, professional sales people do this every day. Does that mean they aren't liked? Maybe, but I'm betting they are given a greater attribute than being liked. They are respected.
When we analyze sales people's weaknesses, we discover one of the biggest is 'Need for Approval'. When sales people have a high need for approval, they can't close effectively. Their need to be liked is stronger than the need to close. They feel confrontational when there is a difference between themselves and their prospect. They take things personally. They are likely to accept stalls, put offs, excuses and "think-it-overs." In other words, they are allergic to "NO".
When sales people overcome their need for approval, they can increase sales by as much as 35%.
Sales is a tough business. The rejection factor is high. Where else does the job description include getting rejected 10 to 20 times a day?
Sales people need to develop their 'gut' system, gain self-confidence and self-respect so that they are able to strive for the greatest attribute in this profession. That is the respect of their customers who buy and also the respect of the prospects who didn't qualify to be customers.
Are You Ready?
The Sandler library of books includes two Amazon and Wall Street Journal best-sellers, as well as the best-selling sales classic for any sales book ever.