Sandler Business Development Activities

July 29th, 2010

Business development has typically been a numbers game — a formula derived by tracking sales activities and successes. The formula predicts that X percent of the number of prospects you contact will grant you an appointment, Y percent will qualify for a presentation, and Z percent will become a customer. The “numbers” make the results of your activities predictable, and they will tell you how many additional contacts you have to make on average if you want to close a specific number of additional accounts. Read More

Sales Monkeys

July 26th, 2010

During a recent private training session with a group one of the guys used the phrase “Sales Monkeys” in a comment he made to me.  Since I didn’t know what he meant I asked him to clarify and he responded by saying “How do we break the pattern of our prospects who are used to Sales Monkeys just giving away all of their info and pricing.” Read More

There’s No Magic Sales Potion

July 19th, 2010

I got to thinking as we are now halfway through the year about my yearly goals. I have done well with many of them however there are a few that I am falling short on. Can anyone relate? Of course my first reaction when I discovered this was to start blaming outside factors but quickly I brought myself back to reality and asked myself what would you tell one of your clients if they came to you with this issue. Read More

The Sandler Rules

July 15th, 2010

Why You Need This Book?

What if you found the secrets used by the world’s most successful sales people? David H. Sandler did, when he studied the most productive sales stars in virtually every industry and compared their behaviors, thoughts and feelings to those who struggled in exactly the same companies.

Mr. Sandler was more than a great sales representative himself – he was a genius when it came to psychology – and a great communicator. In this long awaited book filled with Mr. Sandler’s wisdom and humor, author and Sandler Training CEO David Mattson illuminates the original rules, with fresh new examples and techniques you can use immediately.

Until now, The Sandler Rules were available exclusively to Sandler Training clients in seminars, private training sessions and reinforcement coaching. Now, they’re yours.

If your serious about growing your business,
get your free copy of Wall Street Journal’s Best Selling book “The Sandler Rules” Here

The Truth Behind The Misconceptions of Salespeople

July 12th, 2010

Misconception #1: Salespeople should convince prospects why they should buy.

In a recent trip to our children’s pediatrician the Doctor asked what I did for a living. I replied with a quick “sales and sales management training.” Without missing a beat he says to me “oh, so you teach people how to convince others to buy their product/service.” I informed him how he couldn’t be further from the truth and how doctors and sales professionals are very similar. If you go to a doctor with a problem do they convince you on why you need a medication/surgery or do they ask good questions and help diagnose the real problem then provide a remedy to your pain? Don’t get me wrong, there are people who are out pushing a product/service but they are committing sales malpractice. A good salesperson should be like a good doctor and remember that script before diagnosis is malpractice. Read More

Be Gutsy Five Seconds at a Time

July 5th, 2010

I was talking with my friend’s four year old daughter at a cookout last weekend. She was telling me how she recently jumped off the diving board for the first time into the deep end by herself. She mentioned how scared she was at first but that mommy and daddy told her she could do it and she did. I could tell she was very proud considering she was grinning from ear to ear. I can only imagine how she jumps off the board now compared to how she jumped off that first fearful time. Read More

Take your own Advice

June 28th, 2010

Every week I talk with two different people within the Sandler Sales Training network outside Indianapolis, one of them lives in Detroit and the other lives in Cleveland.  We talk on a weekly basis about several different topics: lessons learned, how to hold each other accountable, pre-call strategies, post call debriefs etc.  Depending on what happened that particular week we will decide what to talk about. Read More

Can I have a re-do?

June 22nd, 2010

Have you ever been on a sales call when something comes out of your mouth that you immediately regret? What about getting off to a bad start the moment the prospect walks into your office? I know how I feel when this happens to me – IT’S OVER! NOW WHAT? Read More

Comfort Zones

June 16th, 2010

Do you know that you could do more but avoid doing things because you want to stay comfortable?

Clarifying Wishy-Washy Statements

June 14th, 2010

It has been an interesting few weeks at the Prickel-household however there has been a new wrinkle of excitement over the past month.  One of my wife’s younger sisters will be getting married this July and the sisters (6 girls total) have prepared for the wedding shower and of course the bachelorette party. Read More