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SalesGrowth MD, Inc. | Lone Tree, CO

Sales Process

In this excerpt from a recent interview for an upcoming article on “Best Practices in Sales Training” Chuck Terry, President and CEO of Sandler Training in Lone Tree Colorado shared insights on leveraging sales training to drive increased sales. Q: “Why should business owners believe that training their sales team can have a direct impact on increasing their sales performance?” Chuck Terry: “Maybe they shouldn’t. Traditional training approaches are falling short of that objective on a regular basis because the old model of sending your sellers to 2 or 3 day sessions just isn’t producing lasting change. That method really depends heavily on the client’s already overtaxed managers to be the ones responsible for taking their sellers from awareness of the process to ownership of the process. Those managers have a business to run so the job of coaching, modeling, reinforcing, and continuing to train the sellers after the initial training ends up just not happening more often than not. Sales training absolutely SHOULD drive increased sales but it only works when the training delivers lasting behavioral change with the sales team and that just doesn’t happen in 2 or 3 days.”

As most companies finalize budgets and business plans for the New Year, I thought it might be timely to address the subject of Goals, Strategy, and Tactics. For any organization, goals, strategies, and tactics cascade throughout the business. During the planning process, these terms are often used interchangeably. For the purpose of this blog, we will use the context of a sales organization to define them.

But, that’s exactly what many salespeople attempt to do when they engage with a new prospect. Typically, it plays out in one of two ways. Either the salesperson attempts to force his solution on the prospect (after nothing more than a cursory analysis of the situation), or he allows the prospect to dictate the solution (again, without a proper analysis of the situation).

Later this month, myself and Marketing Director, Lindsey Demetris, are hosting a free webinar detailing how to drive revenues through social selling. We plan on teaching our viewers how to target efficiently, connect appropriately, and build engagement.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Early in every sellers’ career, they learn to segment clients. They have As, Bs, Cs, and “everybody else.” What separates great sellers from others, is their ability to balance these segments and manage their relationship with each. 

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

The primary questions looming in the minds of prospects when they first talk with salespeople are, “What do you know about my company?” and “What do you know about my industry?”​ If, in the first few minutes of conversation, you don’t convey through your questions or comments that you understand something about the company’s goals or the challenges it faces, the interaction will be short-lived.  You’ll be perceived as “just another salesperson.” 

Rule 28. A sales meeting is your sales presentation. Master the skills that support a great sales meeting. Here's the bottom line, we want our sales meetings to be great, and we know they're not. And sometimes they're not because we're running from one meeting, we thought we had about a 30-minute window to get ourselves ready for a sales meeting which turns into a three-minute window and so we show up unprepared.

Are sales people about to go the way of the buggy whip? Not by a long shot according to Sandler Training in Lone Tree President Chuck Terry.

Contrary to frequent reports from some political and economic analysts the American Free Enterprise system is NOT going into lock down mode in 2018. Regardless of your political persuasions or news stories to the contrary American business and small business in particular are poised for a big year in 2018.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

What do the laws of a complex science like physics have to do with generating sales leads? More than you might think!

Credibility is defined as “the quality of being convincing and believable” or “the quality of being trusted and believed in.” Is there anything more important in the world of sales?

Greg Nanigian, Sandler trainer from Boston and new author of Why People Buy, joins us to talk about the best practices for uncovering Pain. You will learn how to discover why people buy and what to do about it. Greg shares how to start sales conversations that close deals and how to uncover the emotional reasons people buy from you.

A prospect who is listening is no prospect at all states Sandler Rule number 14. In this blog article learn an easy mnemonic tool that will help to make sure you are doing more listening than talking.

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Have you ever heard of the 6 degrees of Kevin Bacon game? A concept that started as a simple college game has expanded to become serious business when it comes to networking successfully.

Many salespeople put far too much pressure on themselves to close every prospect they speak to. You might ask; “isn’t that their job?”

The answer would be; “absolutely NOT!”

All things being equal, people buy from people they like and trust. All things being unequal people STILL prefer to buy from people they like and trust.

The power of being likable in sales is a huge and undeniable advantage. Anyone who tells you relationships don’t matter anymore in selling is either delusional or misinformed.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

A while back I attended a one-day Prospecting Boot Camp for salespeople in the heart of downtown London. After nine days of visiting attractions abroad, I decided to let my wife do the final day by herself, so I could endeavor to learn the differences (if any) in the mindset of British salespeople from their American counterparts.

Are tracking things like quota attainment, revenue generated, and profitability valuable in measuring the success of sales professionals? Yes and No. The results are important but shouldn't be managed to.

Have you ever wondered, “What am I doing wrong?” or, “How can I take my practice to the next level?” If you have, you’re not alone, and you’re in luck. Our newest book release, Asking Questions The Sandler Wayanswers both of those quandaries and reveals so much more. In the book, Sandler trainer and author, Antonio Garrido, outlines how he revitalized his practice by changing his approach. Below we have identified a few key takeaways from the book.  

Many firms are very focused and skilled at hiring the right sales professionals. From establishing the knowledge, skills, and attributes (KSA) that are required for success to leveraging pre-hire assessment tools companies have become skilled in process of recruiting and hiring top sales candidates. But then the break down occurs! In some firms all the emphasis on finding the best available candidate versus the best candidate available goes out the window with a weak and/or inconsistent onboarding process. The process required for taking newly minted sellers and developing them into top producers is often times MUCH less clearly established and structured.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Mike Crandall, a Sandler trainer and author from Oklahoma, talks about his best practices for fundraising, including asking for money, creating a plan, and getting introductions to the right people. Mike shares his attitudes, behaviors, and techniques for raising more money and doing it with a sales mindset.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Students of the Sandler methodology quickly learn that selling is not about lists of compelling features and benefits; it’s not about clever closes or flashy literature and expensive marketing collateral. It’s not about hogging all the airtime in the meeting, nor is it about forcing our own agenda into the buying process. It’s not about jazzy presentations or brow-beating the other guy into submission.

Lauren Valentine, a Sandler trainer from Albany, talks about her best practices for shortening your sales cycle and closing deals faster. Whether you are looking for a one-call close or have a long cycle that needs to be quicker, Lauren shares her attitudes, behaviors, and techniques for moving deals through the pipeline quickly.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

Do you talk too much?  Many salespeople do. How do I know that? Because I use to do it! But more significantly, when I visit a store and indicate my interest in something it seems the sales clerk takes that as a cue to talk too much.

I recently watched a video on YouTube where a welder had made a very simple mechanical customization to a bicycle. If you turn the handle bars one way the wheel turns the other. It seems like a simple enough proposition but it isn’t as easy as it might seem to adjust enough to ride the bike 10 feet. If you would like to see the video for yourself you can click backwards bike and watch the story. Go ahead, I’ll wait.

In this episode of Selling the Sandler Way, Dave Mattson, the President and CEO of Sandler Training explores the Sandler Selling Philosophies behind the Sandler Selling System with Chuck Polin, a Sandler Trainer.

Learn how to succeed at aligning sales and marketing. Erik Host-Steen, Founder of SMP Alignment, shares his best practices for aligning your sales and marketing teams. From effective handoffs to qualified leads and using technology to smooth out the process. Erik talks about how to get your sales and marketing departments to work together.

Matt Pletzer, a Sandler Trainer, shares his best practices for selling something new that no one has ever heard of. Sure, we would all love to be Apple and have people talking about us all the time, and people lined up to buy our new products. Unfortunately, most salespeople have to try to open doors and new markets when the prospects have never heard of you. In this episode, Matt talks about the attitude, behavior, and technique of doing just that.

In our firm, one of the top requests we get is to help write or re-write scripts for companies. Each time we get this request I smile, because we know scripts simply do not work.  There are four key reasons why scripts don’t work.

I made this statement about the fact that it's not what we sell that makes us different, it's how we sell it. Although he had heard that Sandler rule before, he was taken back and asked me to repeat it several times. What he began to understand was that to differentiate ourselves in selling situations we often look at the features and benefits of what we're selling. 

In this episode of Selling the Sandler Way, Dave Mattson, the President and CEO of Sandler Training explores the Sandler Selling Philosophies behind the Sandler Selling System with Paul Lanigan, a Sandler Trainer.

I taught the subject of “Personal Selling” as an adjunct professor at Loyola University Maryland for twelve years. The academic-industrial complex required the use of a textbook in class, and occasionally, I used it, often to point out the crazy ideas that Ph.D.’s who write textbooks have about the business world.

In this episode of Selling the Sandler Way, Dave Mattson, the President and CEO of Sandler training explores the Sandler Selling Philosophies behind the Sandler Selling System with Roger Wentworth, a Sandler Trainer.

Today we're talking about the top sales challenges that we face as individual sales producers. We have different types of people who listen to the show. Certainly short selling cycles, long selling cycles, transactional consultative. It's all over the board. Some do sales and service and some just do sales. At the end of the day, we all have challenges and a lot of these challenges that we have fallen into some general areas.

In this episode of Selling the Sandler Way, Dave Mattson, the President and CEO of Sandler Training explores the top sales challenges and how to overcome them with Mike Ross, a Sandler Trainer.

There are almost as many different sales compensation plans as there are companies. Sandler Training President Chuck Terry shares 5 tips for motivating your sellers with the right compensation plan.

There are several significant challenges that sales representatives and sales teams face in selling into complex enterprise accounts. One of the most daunting is that enterprise sales cycles can be long and drawn out. Months and years can pass while pursuing an opportunity with an enterprise organization. And as the time passes, the doubt, uncertainty, risks, and costs add up. And this draining of resources goes beyond the financial.  The human assets applied to an enterprise pursuit and the overall energy of the selling organization are also casualties over time.

Gabe Larson, Director of the InsideSales.com Labs and host of the Sales Acceleration podcast, joins us for a special conversation about the end of the month. Gabe's team has just released new information about the best and worst practices of sales teams at the end of the month. Learn what to do and what not to do to make the most of the last few days of the quota period.

Welcome to a special program presented by Sandler Training. Today's show is designed to deal with the hardest situation that you as a salesperson are experiencing, or you as a leader, or some of the most common issues that you're facing day to day. It's really the stuff that gives you stress. What we're going to talk about today are some tactics and strategies to help you progress either your sale from one step to the next, or your organization, your company. We've got two different types of groups listening today. We've got leaders/managers, and we also have some sales professionals. We're going to go back and forth throughout the day. Regardless, if you've got to progress your organization or progress your sale, I think being stuck—as an example, in the sales process—is not a healthy place to be.

Lindsay Harle- Kadatz, Sandler client and author of "Depression Constipation," joins us for a special conversation about mental health in sales and entrepreneurship. Lindsay talks about how journaling and small actions helped her to get unblocked and moving again.

We are proud to introduce a new Sandler podcast, Selling the Sandler Way with host Dave Mattson, the  President and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler Selling System. Listen to episode one in which Dave discusses the psychology behind the sale with Sandler Trainer, Pat Heidrich.

I was once asked about the top three mistakes beginners to fly fishing typically make and as I answered the question it struck me how analogous those simple fly fishing mistakes are to the world of selling. So here we go with the top three mistakes of beginning fly fishers and how we can learn to sell more from them.

Welcome to the "How to Succeed Podcast." The show that shows you how to get to the top and stay there. This is "How to Succeed at Preventing Objections."  The show is brought to you by Sandler Training. The worldwide leader in sales, management and customer service training. For more information on Sandler Training, including free wi-papers, webinars and more, visit Sandler.com and look under the resources tab.  I'm your host Mike Montague and my guest this week is Joe Ippolito He is a Sandler trainer from Boston. And we're gonna talk to him about how to succeed at preventing objections. Joe, welcome to the show. Tell me a little bit about objections and why you picked this for a topic and who should be paying attention today?

Sales enablement is the idea – and follow me here – that all employees who interact with clients should have the tools and are able to do so easily, consistently, and effectively.  To empower your employees to do this, there are three major areas of focus to consider: Tracking and AnalysisTechnique/Training, Technology and Tools. If you can incorporate a system that excels at bringing your employees through all three of these phases, you will be well on your way to enabling a successful team.

Those are not my words but the words from an infographic by INC. and Oracle based on their recent study of “What’s Keeping America’s Small and Medium Business Owners Awake at Night”.

Sales uncertainty came in right on the heels of talent, hiring, and retention as the top worries of American business leaders.

A whopping 48% of those surveyed reported that they were either “extremely” or “very” worried about maximizing sales channels.

In working with thousands of salespeople and sales managers, a consistent area of concern they have is to improve on their stall and objection handling skills. When prospects say things like “we’re not quite ready,” “your price is too high,” “were staying where we are,” “you do the same thing my current supplier does,” I could go on.

Email marketing is an inexpensive and effective way to get in touch with prospects if you take the proper steps in crafting them. The information you relay in your email and the way you share it has a direct impact on how well your email will perform with recipients. You don’t have to be a professional writer to get attention or to create a successful email campaign, but you should be concise and include compelling information. Most prospective buyers are bombarded with emails from a variety of businesses, on a daily basis. Incorporating the right details allow you to break through the clutter and helps ensure that you make a connection. 

Third-party stories, testimonials, case study, reviews, and other “social proof” can be a powerful technique in your sales toolkit. Storytelling carries a fair amount influence with your prospects and clients when done correctly. Stories can also redirect conflict, create an emotional connection, and help illustrate key features and benefits.

Whether it is time for a touch-point call or you’re visiting a new prospect for the first time, incorporating one or more of these phrases into your approach could be a deal killer. From giving your prospect an easy way to put things off to using too much jargon or lingo, it’s time to strike these words and phrases from your selling vocabulary.

Traditional sales training says present, present, present and close, close, close – convince your prospect with a compelling presentation, show him enough value, and he will surely buy.  When I first got into sales I really sweated the presentations.  I practiced them over and over; used different visual props and brochures; tried a variety of persuasive arguments; and created notebooks full of evidence favoring my product and my company.  Ultimately it became apparent that no matter how exciting or compelling my presentation was, my close rate was mostly dependent on what happened before the presentation, not during it.

Remember this rule when meeting with potential customers at your trade show booth:  The essence of selling is not telling; it is asking questions and sharing third party stories that will help your prospect self-discover his own need for your product or service.  People do not buy features and benefits; they buy solutions to problems.  If you want to stand out from your competition, stop overloading prospects with information and brochures.  Start asking thought and emotion provoking questions.

Social selling means using virtual tools and online networks to add more prospects, opportunities, and information to your sales pipeline. 

By far and away the most common issues I find when working with firms who are struggling with making successful outbound prospecting calls are mental barriers. Call aversion isn’t tough to overcome with the right behaviors and the easiest fix of all is “The Wedding Proposal Fix.”

The first of every year signifies a new start for all of us. It is a banner month for gyms and the diet industry as millions of us pledge to get ourselves in better shape. In business we get to wipe the slate clean and start all over again with the promise of an even better year than the one that just passed. For most companies that might mean a renewed focus on growing at a faster rate than the previous year which coincidently might involve getting in better shape as well! Here are 3 essential elements to make sure you check off your list in order to give your firm the best chance at explosive growth in the New Year.

In selling as in life most of our limitations are self imposed. What limiting beliefs are rattling around in your head that may be sabotaging consistent sales results?

Have you ever lost a sale because of a problem you could have and probably should have dealt with earlier in the sales process? Have you ever lost a customer because you waited too long to tell them about a delay or defect? If you know a problem is going to blow up in your face, defuse it now.

Buyers habits are continuing to change and it is important to keep pace with the way we are selling to the changing buyer.

Colorado is an interesting market for many reasons and I have attempted to capture some of those reasons below. Here are seven key considerations and quick tips for companies selling in Colorado:

Reaching out to customers via mobile messaging has proven to be an effective strategy to grow both revenues and customer loyalty. If your business doesn’t run a mobile messaging campaign, then may be time to start.

I believe one of the most underrated traits of highly successful sellers is good old, garden variety, curiosity. If you want to be the most interesting person in ANY room become the most interested person in the room. In other words, be curious.

 

If you don’t start your sales calls with the end in mind, you should not be surprised when it doesn’t end up where you hoped. For example, at the end of a good presentation, your prospect leaves you with a Think-It-Over. After all, you can’t blame a prospect for doing something that you failed to emphasize is unacceptable. If you want to control what happens at the end of a sales call, focus on the beginning.

Selling to the modern, “plugged in” customer requires a different approach. 15 years ago the traditional sales approach was already reaching the breaking point in the B2B sales arena and now the “classic” sales approach of “pitching products/services” is simply not very effective .

By focusing on tracking activities in a Customer Relationship Management software, you can evaluate which things influence prospects to move forward in your sales process. Understanding exactly what’s moving a deal forward will help you decide the best next steps you should take to close any similar deal in the future. Tracking activities also highlights the telltale signs that a deal might be slipping away, and helps you pay it the proper attention to keep it moving forward. 

If you ask a room full of people to stand up if they love cold calling, I’m guessing no one will jump to their feet excitedly and shout, “I do!”

I like to say the only people who claim to love cold calling are sales managers and people that don’t actually have to do it. And it’s no wonder. Successful cold calling usually sits at below a 10% success rate, which means the other 90% of a sales rep’s "cold calling" day is filled with failure and rejection. That being said, cold calling is still an essential part of the prospecting strategy at many firms, and can be highly effective when done correctly. Here are two cold calling power strategies that will help maximize your chances for success.

Sandler principles are rock solid and timeless. However, the expression and execution of the Sandler Selling System are constantly evolving with changing times to stay relevant with current technologies and trends in business. As our world-famous Sandler Submarine approaches its 50th birthday, we thought it was time to give it a new look.

Some words we use in selling just don't conjure up anything resembling a pleasant experience. Buying should be pleasant so here are 5 words to strike from your sales vocabulary.

Too often, sales professionals make one fundamental mistake that could be costing them thousands in commissions. They believe that their job is to sell products or services to clients by explaining why their product is superior. Success in sales (and the size of your commission check), is determined not by the information you give, but rather, by the information you collect.

Chuck Terry shares his experience on leveraging social media with 3 secrets to success. He also shoots down the growing theory that interpersonal skills for sales professionals are not as important as they once were.

In this blog Chuck Terry presents the case that the most effective way to be a successful seller is to stop trying to sell in the first place. Read the rationale behind the non-traditional approach to selling as set forth by Sandler Training.

Are your sales professionals using a sales process to deliver consistent results? Their is a distinct difference between knowing a sales process and fully implementing it in every sales encounter.

As sales managers, we’re all familiar with the conversation. One of your sales reps is making the case to pursue an opportunity and you question why. “It’s a big deal” is the response, “It’s right in our power swing”. Or perhaps, with candor entering the room, “I really need to win this”. And these are all reasons, of course. But what do they really mean? What’s the real business sense for your firm in pursuing the deal? And what’s the business risk?

In the movie City Slickers the character Curly (played by the late Jack Palance) uttered the classic phrase “It’s just one thing”. The one thing for selling successfully is this: “If you don’t want to be treated like every other sales person stop acting like every other sales person.” If you want to be treated differently you need to behave differently and that requires adopting a sales process that is 180 degrees removed from the typical approach.

What are 5 key behaviors that are common in top sales producers? Our President Chuck Terry draws the answer from working many years with top producers in hundreds of industries.

Has the phrase “Consultative Selling” become so prevalent in describing professional sellers that it is has become almost cliché? There are certainly more people functioning in a business development role carrying business cards that read “consultant” or similar variations than ever before. But maybe we should rethink that association?

In this blog article Sandler Training in Lone Tree President and CEO Chuck Terry explains why attitude is the top personality trait for success in sales...and life!

Given the popularity of the "sales enablement" movement and the articles associated with the same you could come away thinking that all you need to succeed in sales is the hottest technology. Not so fast, says Sandler Training President Chuck Terry!

Did you know that almost 80% of people in the American workplace are unhappy with their job? Sandler Training in Lone Tree, Colorado President explores the topic.

Marketing your professional services can be a real pain! Most practicing professionals such as attorneys didn't spend years in school because they wanted to SELL legal services. It doesn't have to be a chore with the right approach though!

One question we hear continually in the course of sales training sessions is “How do I get past the gatekeepers?” The good news is that it is possible, but the less good news is there isn’t a “one size fits all” solution.

When I say “salesperson” what is the first word that pops into your head? If you are like most non-sales professionals that participated in a Qualtrics research project your answer was probably a word like “pushy”, “yuck”, “difficult”, or “annoying.” Yikes, not a great pre-conceived expectation most folks have of the sales experience. That is why first impressions are so important.

All sellers love the sound of yes so how could no be a positive outcome? In this blog SalesGrowth MD, Inc. President Chuck Terry explains why "going for the no" can yield great results.

It used to be that only companies with a large advertising budgets would succeed. But thanks to today’s Internet and the global economy, even the smallest and most unlikely of companies can surpass their greatest competitors with the right strategy and tools. One of the tools helping put smaller businesses in the spotlight is online review sites such as Yelp. According to Bill Tancer, author of Everyone’s a Critic, 82% of consumers consult online reviews before making a purchase decision. If properly managed, a good review site could help your business take chunks out of your competition’s market share without ever spending a dime. The following are a few tips on how to maximize the success of your review sites.

It is no secret that sellers work in a fast paced, constantly evolving landscape shaped by the emergence of the digital age and electronic technology. Computers, cell phones, search engines, and social media are today’s essential tools of selling, replacing cars, pay phones, and the phone book - but this is just the beginning. Read on to learn about the power tools for success in today’s “New Age” of selling

One of my favorite quotes on the subject of sales psychology is from David Sandler, the founder of Sandler Training. David said, “Selling is a Broadway play performed by a psychiatrist” What David meant by that statement is that buying is an emotional experience for the prospect and far too often even MORE emotional for the salesperson.

I can’t remember the last time I asked for desired outcomes from a sales training class when “better listening skills” wasn’t near the top of their wish list. Interestingly enough I also can’t remember the last time I asked a classroom full of sales trainees if they were already good listeners when at least 75% of the hands in the room didn’t go up. Our self-assessment often exceeds our abilities when it comes to being a good listener. Few people I talk to have actually ever attended a formal class on listening. I was one of the fortunate few who did as I began my post college career as an undercover investigator.

When I ask a room full of sales people about the number one area in which they would like to improve “time management” ALWAYS makes the list and generally at or near the top. Let’s examine the REASONS for that and also some potential solutions:

In a previous post “Top 10 Sales Fails” I promised to write future posts on each of the Top 10 as voted by one of my regular sales training groups. In this post I will cover the #6 “Sales Fail” which is “no sales plan.” Almost every salesperson I’ve met will acknowledge the importance of having a plan for what is going to happen on a sales call yet when asked to produce theirs what actually surfaces is more often than not a sheepish grin. Sales plans are frequently one of those things we acknowledge we SHOULD do but frequently DON’T DO for a myriad of reasons including the king of all reasons…time.

I named my company SalesGrowth MD, Inc. because of my belief that there are many things a great seller has in common with a great Doctor. Including a large paycheck in most cases!

Most salespeople agonize over the fact that precious few voicemails left for prospects are returned. Although it is certainly not surprising there ARE a few things you can do to get a better rate of return.

Most people in sales have some level of responsibility for developing new sales prospects for their business. Some very highly compensated business development professionals have 100% of the responsibility for generating new potential customers for their firm. The problem is it's getting harder and harder to FIND those prospects amidst an overwhelming deluge of what marketing guru Seth Godin refers to as “Interruption Marketing.” You can’t stand alone in an elevator or at the gas pump these days without a video screen leaping to life and trying to “sell” you something.

Many will recognize the famous saying of Mad Magazine’s iconic front man Alfred E. Neuman as “What, me worry?” (Yes, he is still around)

In North America the first three multi-syllable words an infant typically learns are Mommy, Daddy, and story. I know, I was surprised too; I would have thought #3 would be McDonalds or Visa.

Have you ever had a problematic issue with something you purchased that was handled so effectively it caused you to become an advocate for the company you were dealing with? Most of us have had an experience like that and when you examine the root of what caused you to feel those emotions of loyalty seldom will you find that it was the resolution itself that engendered those feelings.

In this age of social selling the ownership of PERSONAL LinkedIn accounts continues to be debated by some companies. In 2008 English recruiter Hays successfully won a court battle regarding company ownership of personal LinkedIn accounts.

Wesley Snipe’s character has a famous line to Woody Harrelson when Woody puts a tape of Jimi Hendrix into the cassette player. (I told you it was an old movie). “Look man, you can listen to Jimi but you can't hear him. There's a difference man. Just because you're listening to him doesn't mean you're hearing him.”

Why has the word “salesperson” virtually disappeared as a job title in America? Look at the job title of the artist formerly known as “salesperson” in your own firm and you will probably see something like business development, sales consultant, etc. as the new title for those positions.

I know what you are thinking, this is going to be just another cheesy reference to some sports analogy like “never give up” or “execution wins out over pure talent”, or something similar. While those might be relevant points I am going in a completely different (and, for some, disturbing) direction here. For me, the Mountain Dew “Puppy, Monkey, Baby” commercial was a highly relevant example of how many sellers approach the sales process…without one!

Most people have heard the title phrase and possibly even used it a time or two but do you know the phrase’s origins? The phrase “We have met the enemy and he is us” is an offshoot of the Oliver Hazard Perry quote from the War of 1812 "We have met the enemy and they are ours”. The updated version gained widespread popularity when it appeared in the Pogo comic strip in the 1960’s as a Viet Nam War reference.

By now many people are figuring out that LinkedIn is, or at least could be, the most powerful prospecting tool to come along in quite a while for the world of B2B. It won’t stay that way if people don’t stop trying to screw it up! It is a powerful tool for developing relationships online that can be taken offline at the appropriate time for a more conventional selling process.

Technology and the sales process have always been besties—the telephone, the typewriter, and the GPS were old friends of the traveling sales representative. Today's buyer's journey has evolved into online-heavy research and marketing, but technology—just a different sort—is still crucial to the sales process and its success.

If your closing rate is suffering or it’s taking longer than it should to close sales, you may be sabotaging your own efforts. Take a close look at how you interact with your prospects and make sure that each interaction adds value to the relationship, is focused on defining the opportunity, and keeps the selling process moving forward.

Do you think it would be possible to actually sell more and sell more easily? Could you actually spend less time, money and energy on business development and enjoy more revenue and profit? When you stop trying to sell to everyone, you can actually invest time and effort to build real ideal client relationships with qualified prospects. You can work smarter instead of harder.

As a buyer, what comes to mind when you think of the word, "Salesperson"? Usually what comes to mind are things like… used cars, polyester suits, briefcases, and flip charts or PowerPoint presentations. Many people dislike dealing with salespeople, and some even shudder at the thought of being one. Few, if any, children grow up dreaming of being salespeople, yet it is the most common profession in the world. Why is that?

Got a trade show coming up for your company? The common attitude is that you need to ramp up with lots of zip and swag to attract people and get them to buy. This is the wrong approach. Here are some tips on why and how to make your next show far more valuable.

As salespeople who work with homeowners, we sometimes fall into the trap of thinking that our most important job is to create quotes. We may decide to do as many quotes as possible, email those quotes and leave lots and lots of messages—all in the hope that prospects will hunt us down and tell us they've decided to buy. Instead, our job is to start conversations that generate decisions—small decisions at first, and bigger decisions as the sales process moves forward. That's the objective of effective follow through: to create more conversations that lead to a clear decision. If you can do that consistently, and monitor your progress toward your income goals as you do, then your numbers will be on track. If you don't, they won't be.

Imagine the following scenario.  After a few meetings with a prospect during which you examined his current situation and analyzed his needs and future goals, you developed and presented a four-step approach for what you believed to be the best fit solution to meeting his challenge.  The investment necessary to obtain and implement your solution is $12,800.  The prospect, while impressed with your solution, commented, "That's a bit more than we expected to spend.  We were hoping that we would be looking at something around $10,000."   What would you do?

When someone hands you a business card and says, "you should call this person", it's not really a referral. Without more information, it is more like they're sending you on a cold call. Cold calling is way down the list of favorite prospecting activities for most salespeople, and sometimes that frustration can spill over to referrals.

If your selling process ends with a close, you're doing it all wrong. "What!?! That makes no sense," I can hear you saying. "Closing is the ultimate success." All true. But you can close more (how does 80% sound?), see fewer clients and, best of all, make even fewer presentations. In the process, you'll feel more essential to your clients, more motivated, and more in control.

Understanding the importance of various accounts helps sellers sort customers and prepare for the next appropriate step in a relationship with the client.

Salespeople tend to be focused, driven, and almost single-minded when it comes to closing a sale. While this attitude can bring about great results, it can also prevent a salesperson from considering alternative ways to approach the sales relationship. Does the client prefer frequent phone calls to check in, or would your sales process run more smoothly with scheduled email follow ups? Take the time to re-evaluate your sales team's focus. Try these seven tips to drive new revenue and improve your sales game.

The infamous summer sales slump may be in full swing in your business, but it's time to turn things around. By rethinking your summer sales plan, you can use a slower market to your advantage. Follow our guide to building a sales plan that withstands summer slumps and turn these notoriously slow months into productive and profitable opportunities.

To be a great salesperson, you need to have more than charm and a positive attitude. Today's sales environment requires you to utilize advanced tools in your sales process. We dug deep into our sales tool belt to provide you with some of the most advanced and highly rated programs and apps. Try out a few of these tools if you are looking to become a stronger, more competitive salesperson in your industry.

The explosion of social media has created lots of new opportunities for your company when it comes to sales prospecting. Utilizing the tools available to you can expand your business and be a source of continuous lead generation. Or it can cause a very embarrassing publicity nightmare. Here are five rules you should follow to cash in on social media opportunities and become a successful sales professional:

Think back on your sales appointments over the past two weeks. How often did you use each of the following: "is there anything…" "could you…" "would you…" "can I" "I'll follow up on… does that work for you?" Each of those questions creates an automatic reflexive (Pavlovian) response in our prospects. The response to the first four is typically "no" and to the last one is "sure (but I won't answer)"

You're meeting with a prospect. You've asked all the appropriate questions to uncover the prospect's problem, concerns, desires, goals, and expectations. After fully analyzing the situation, you announce with no hesitation whatsoever, "No problem. I have exactly what you need." Does the prospect gasp a sigh of relief, utter under his breath, "Thank goodness," and pull a purchase order from the drawer? Perhaps in Grimm's version of the story, but not in the real world. Why

A sales template is defined as the step by step set of interactions you want your prospect to go through because it will give you a clear competitive advantage or otherwise increase the chances of you winning the business. An efficient sale system enables you to consistently achieve a desired outcome or set of outcomes without wasting time, energy, money etc. The most effective sales templates are basic enough to accommodate for change (focused on each stage of the sales meeting).

Have you ever killed a sale by bringing up an irrelevant feature to your prospect? Something you, or probably your marketing department, thought you prospect should know about before they signed up? At Sandler, this is known as "painting seagulls in your prospect's picture." Unfortunately, your seagull can quickly turn into an albatross. Traditionally trained salespeople who sit through hours of product training before being let out in front of prospects can't wait to share all their product knowledge when they get in front of anyone, qualified prospect or not

Practice makes perfect. Just like pro golfers, sales experts can't expect to improve without putting in rounds. Listen as Sandler CEO Dave Mattson explains the similarities between Sandler trainers and pro golfers.

Sandler Training's Karl Scheible explains Sandler Rule #46: "There Is No Such Thing as a Good Try." At best, "try" indicates intention, but not commitment. If the outcome of an action is important, don't "try." Commit to it.

Sandler CEO Dave Mattson discusses why Sandler isn't just your typical sales training seminar. Sandler is more than just a couple of sales tips; it's a proven system based on continual reinforcement and incremental learning that results in a permanent behavior change. To see how there's no "quick fix" to sales, leadership and management training, visit sandler.com