Top 8 Tips for an Accountability Group that WorksSalespeople are often viewed as individuals who hold themselves accountable. Accountable to getting up and out every day and pushing themselves to get to the next level. They are most often seen as doing things that others don't want to do. They hold themselves accountable. What's the reality? It's not always that easy. Many salespeople would say (my educated guess) that holding themselves accountable is one of the toughest things they face. |
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No Soliciting WorkshopIdentifying Your Ideal ClientFeb 9th, 3-5pm, Sandler Training Your business development efforts are wasted if you don't know who your ideal client is, what they need, and what you are going to offer them. If you are trying to sell to everyone, you are going to sell to no one. Learn how to stop the shotgun approach, and start hunting with a rife. |
The Cure for Straight Line SellingDavid Sandler said, "If you live a straight life in an unstraight world you're going to get killed." Yet salespeople get (metaphorically) killed daily by selling in a straight line. Salespeople sell in a straight line when they are attached to the outcome of their interaction with their prospect, typically closing a sale, instead of being attached to the process of (dis)qualifying. In one of my recent President's Club sessions we role-played uncovering the compelling emotional reasons that would cause a prospect to take action. In this scene the salesperson is a commercial insurance agent selling to a trucking company. Here's how the scene unfolded. |
SAVE THE DATE: Sandler Training Upcoming EventsYou may register to any public events listed below. Seating is limited to the first 25 to register. Call for team pricing. We recommend starting with the next complimentary workshop: |
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