sandlernortheast

“You are earning now, exactly what you believe you are worth”

sandlernortheast — Wed, 15 Feb 2012 12:58:36 +0000

“You’re Making Now Exactly What You Believe You’re Worth”

This is one of David Sandler’s quotes that makes a lot of salespeople sit up and take stock of their career and life. It also has the effect of making a person’s backbone straighten up.

A Sandler Franchisee in Canada described his experience of being a young salesperson. He worked with five other guys. They didn’t have wonderful cubicles with intimate lighting and privacy barriers. They were in a ten by twelve room with two windows and six desks and chairs. They were able to see and hear everything each other did or said. Over the three years that he worked in that environment he saw 17 different people occupy those seats.

They all had the same product to sell and they all had the same opportunities. Some people excelled, developed a book of business, created amazingly loyal business relationships, and to this day continue to work diligently while creating a lifestyle that provides happiness for themselves, their families, and their friends. They developed the lifestyle they wanted through their efforts on the job.

Some, made the necessary cold calls, took the rejections as part of the job, studied their competition, and developed a strategy to win. They believed in themselves and their product, and the opportunity the company provided, but they ultimately knew it was up to them.

They limited their own negative self-talk (head trash), and believed that their actions determined how they felt, rather than letting how they felt determine their actions.

They are winners.

“You’re Developing The Exact Life You Believe You Should Have.”

If you think you deserve to acheive more, register for one of our Sales Improvement Workshops (see below for available dates).

Thursday 1st March

Thursday 22nd March

Best Regards,

Sandler North-East Team

The Sandler Quote of the Week:

“Adversity causes some people to break and others to break records.”

Challenging Traditional Sales

sandlernortheast — Mon, 17 Oct 2011 13:36:30 +0000

I read an interesting Sales blog today, which claims “Selling Is Not About Relationships”, something that goes against both my personal and professional beliefs. The general gist of the blog suggested that B2B sales reps conveniently fall into 1 of 5 categories – ranging from the supposed ‘low-ranking’ “Relationship Builders“, to the so-called ‘superstar’ “Challengers“.

A principle we firmly believe at Sandler North-East is that “People buy from People they like, AND who are like them”. With this is mind, imagine the scenario – a “Challenger” (who is described in the article as an assertive person who will push their thinking and take control of the sales conversation.) trying to sell something to a “Reactive Problem Solver” – someone the article describes as highly-reliable and detail-oriented; or in other words the complete opposite of a “Challenger”. What do you suppose the result of this meeting will be? Is it likely that Mr Challenger will close the sale? Or, is it in fact more likely that Mr Challenger will brashly enter the room, adopt his usual pushy, persuasive, manipulative sales routine; at which, Mr Reactive Problem Solver will recoil, and adopt the traditional buyer position of trying to obtain as much ‘free’ information as possible, whilst continually mis-leading the seller of his true intentions? My personal experience tells me that in 99.9% of instances, the latter situation will prevail.

We, at Sandler North-East provide a modern alternative to this, quite frankly “Jurassic”, traditional sales approach. The Sandler Selling System is 180 degrees from traditional selling. With Sandler there is “No Place for Persuading, Cajoling, or Convincing within Modern Selling”. Sandler’s solution to tackle the flaws of the ‘traditional selling approach’, is based on an integrally robust and structured ‘selling system’, that creates an equal “adult-to-adult” forum within which, “real” solutions (whether this be “closing the deal, or closing the sale”), can be mutually reached.

If you, like us, believe that in selling there is no place for “Win, Lose” scenarios, and you want to find out how to consistently achieve a “Win, Win”; we are holding Sales Improvement Workshops that will provide an insight into the Sandler foundations. Please click here to see the next available Workshop dates.

Best Regards,

Sandler North-East Team

Set Traps to Achieve Success

sandlernortheast — Mon, 10 Oct 2011 15:28:43 +0000

David Sandler’s – The “Not Enough Money in Your Pocket” Trap

One morning, knowing that I only had two dollars in my pocket, I purposely parked my car at a lot in downtown Baltimore. It was a trap, because I would need five dollars to get the car back!

Consequently, if I planned to eat lunch that day, and drive my car home that night, I’d have to stay on the street making cold calls until I collected some cash.

This turned out to be an exercise in motivation for the day because whenever I sat down to think about quitting, I had to keep going. The only possible way I could collect any money was to continue making cold calls. Sooner or later, if I made enough cold calls, I figured I was bound to be successful.

At four o’clock in the afternoon, my pocket was empty. I had spent the two dollars on lunch. But now I was calling on a mortgage company. I made my usual presentation. And, bingo! The prospect liked my produc and he agreed to buy. I told him that I would return the next day to deliver the product. Meanwhile, I asked my new customer for a small deposit. That’s when he grabbed his checkbook, but I stopped him. “Wait a minute. Rather than a cheque, can you give me cash?” He had ten dollars in his pocket. I said, “That’s fine. Just give me the ten dollars and you can pay me the balance tomorrow”.

I didn’t bother to tell him why I needed the cash, but I was sure happy to get it!

Traps are awesome tools for inspiring action, because they force us to do things we would otherwise have avoided. Most goals go unfulfilled because too many of us just don’t do the actions necessary to achieve them. Use a trap to achieve success.

Sandler Training North-East

If you look, sound and act like a “salesperson”, expect to be treated like one.

sandlernortheast — Mon, 03 Oct 2011 10:58:59 +0000

The term “sales” and “salesperson” have a rather ugly stigma attached to them. This is because for over the last 50 years the common buyer/seller interaction has been dominated by over-enthusiastic, “features and benefits” style selling techniques.

If I asked to you to envisage a “stereotypical” salesperson, I’m sure you would conjure up images, similar to the picture (see left). And, if I asked you to describe a typical salesperson, I imagine a lot of you would use words along the lines of “sleazy”, “pushy”, “manipulative”, potentially even “aggressive”?

So what are we (as non-stereotypical sales professionals) going to do about it? Well at Sandler Training North-East we teach a unique system that is 180 degrees different from traditional sales and sales training. If you’re open-minded and looking to make some performance changes and sales improvements, it could be worthwhile attending one of our free Sales Improvement Workshops. Please visit Sandler North-East’s website for upcoming workshop availability.

Sandler North-East Team.

‘Daily Lifting; is the key to successful change

sandlernortheast — Thu, 29 Sep 2011 10:48:16 +0000

So there’s something you want to change in your life, whether it’s personal – losing weight and getting fit, or professional – improving your performance to earn a larger salary. Whatever it is, I have an invaluable tip that will help you achieve that final goal.

Professional sportspeople do not wake up one day, and simply possess their phenomenal abilities. They set goals, work out what actions need to be taken to achieve these goals, and then practice, practice. practice these actions DAILY.

This idea of ‘Daily Lifting’, by which I mean, practicing an action every day, is the key to successfully initiating any kind of change, whether this be a personal or professional goal. You need to do it daily, if you want to really change.

We all know this is difficult. The majority of people who fail to meet an objective or target, do so because they haven’t been doing their ‘daily lifting’ activities to achieve this goal. In the sporting world, they use sports coaches to guarantee that (even if they don’t feel like training) they will do it. This is where our role comes in, we are your ‘Sales coaches’, who are there to help you improve and enhance your sales performance through continual reinforcement and ‘daily lifting’.

To see how we could help you achieve your Sales performance goals, visit our website - Sandler North-East