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SalesGrowth MD, Inc. | Denver/ Englewood, CO

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How do your prospects feel after sitting across from you in a sales call?  Maybe the answer doesn’t come instantly to you. That’s OK. Here’s another question: Ever been to therapy? Don’t worry, it’s a rhetorical question… but it’s OK if you have. A career in sales can certainly lead to an occasional need for a therapist! 

 

Training Industry, one of the most trusted and respected sources of information on the business of learning, recently selected Sandler Training as one of the top 20 sales training companies. This selection marks the eleventh consecutive year that Sandler Training has been so honored.

 

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

 

So why doesn't training by some of the world's best-known providers produce sustainable systemic change? The answer is really quite simple. A one, two, or even three-day training event will cause people to be aware of a different way to sell and, in most cases, even gets them excited about the prospect. The problem is, after the training has concluded, the participants return to the field with a thin ability to apply the new methodology in every day selling situations.

The result is, without proper ongoing reinforcement, accountability to the process, and additional training, sellers will quickly return to their old system of “winging it”.

Mike Montague interviews Sandra Crozier-McKee on How to Succeed at Emotional Intelligence.

 

Hiring is one of the most important things we can do as a leader… and yet for many of the people, we work with, it remains something of a blind spot.

 

As a sales leader, there’s a simple way to help the salesperson check their beliefs when they are potentially getting in the way (head trash). When Ben said there could be negative consequences from using the technique that Terri suggested, she could have asked Ben the following question, in a nurturing manner.

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

 

The companies that emerge stronger from a crisis all share one common strength –their sales and leadership teams are willing and able to move beyond their existing comfort zones, look to where new opportunities lie, set new priorities, and create new action plans.

 

During any crisis our instinct is to focus on the recent past, the ‘Old Normal’ and the immediate impact of the crisis itself. This fails to take into account the fact that the future is highly unlikely to be a return to business as usual but rather, a “New Normal.”