• 4 Habits of Successful Professionals

    successful professionalsWhat do successful professionals do that amateurs don’t?

    Certainly there are many that could fall into this category, but right now we’ll focus on four habits that could make the greatest impact on your career.

    1. Study– Professionals are not born, they are made. Some may have a natural gift, but most maximize that talent by studying history, best practices and innovative techniques. There are plenty of talented individuals who never accomplish anything. Professionals often spend hours to years studying before engaging in their profession to ensure their success.
    2. Practice– like David Sandler taught, in his book “You Can’t Teach a Kid to Ride a Bike at a Seminar,” you can’t learn how to do anything by merely studying. You have to practice. Doctors, athletes and other types of distinguished professionals spend countless hours practicing before they are called upon to perform. How do you get to Carnegie Hall, the Masters, the Olympics or whatever is the top of your profession? Practice, practice, practice.
    3. Invest in themselves–True professionals bet on and invest in themselves. They don’t wait for their parents, employer or anyone else to invest in them. Professionals continue their education beyond the classroom and invest in workshops, seminars, books, coaches and other resources that will advance their learning. They take responsibility for their own education and personal growth.
    4. Follow a system– Finally, professionals don’t just show up and wing it. They have a system that’s repeatable and reproducible – and leads to predictable success. To outsiders, if sometimes looks like superstition or obsessive compulsive disorder, but professionals know that only by following the proven system can they expect consistent success. Amateurs sometimes think it is luck when they win or lose. Successful professionals make their own luck, and they know that fortune favours the prepared.

    Successful professionals know that there is no magic bullet or shortcut to get to the top. They don’t waste their time with such things. They are too busy learning, practicing, refining their system and investing in their own success.
    What do you think are some additional habits of successful people?

    Blog Editor

    Blog Editor

    Lisette Howlett edits the Sandler UK blog. If you have any questions or would like to submit a blog please contact her. Tel: 020 7484 5556 Email: Lisette.howlett@sandler.com

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  • 4 Interview Tips for the Interviewer: How to Build the Strongest Bench

    Strongest benchPlaying the role of the interviewer is no simple task. While you might not be the one in the hot seat, the words that come out of your mouth can be just as important. There are interview techniques that some of the best recruiters and HR professionals utilize when looking to fill positions with the most qualified candidates.

    Encourage the candidate to think differently and creatively when they’re interviewing. For many candidates going through the job search process, interviews become monotonous. Interviewers need to go against the grain to truly get to know a candidate.

    The following techniques will help the interviewer understand the mind and thought process of the candidate, which will ultimately determine whether the candidate will be a good cultural fit and if they’ll help propel the company forward.

    1. Start by asking the candidate how they prepared for the interview.Not every job seeker takes the time to do research before an interview, whether it was about the interviewer, the company or recent company news. If they did research, ask a couple of questions about their findings. If they didn’t, move on to the next question. Don’t ask why they didn’t, the goal shouldn’t be to embarrass them.

    2. Ask how they prioritize their time.This is a great question for recent college graduates because the interviewer can reference how busy college life can be (social events, projects, group work, jobs, internships, class and social media) and then ask the candidate how they get it all done. People don’t magically become organized and detail-oriented; those are behaviours that are often started in college.

    3. Role play during the interview.If the position in question will be part of a team, ask the candidate why people would want him or her on their team. Using this interview technique will force the candidate to adapt to a new role and look through a different lens. Answers that reveal promise will likely have to do with their dependability, responsibility, negotiation skills, subject matter expertise, leadership abilities, etc.

    4. Ask how a reference will describe the candidate.Every resume lists “references available upon request,” yet most interviewers don’t discuss references until later in the process. Ask for more information about the reference and then ask the candidate to describe what the reference would say about them. Usually, references are listed because the job seeker respects the person, the reference has a credible reputation or there is a strong relationship between the two. This telling technique helps because the candidate is less likely to lie or inflate the reference’s opinion of the candidate.

    When interviewing job candidates, what are some of your go-to interview questions? Be sure to include the answers you look for when asking those questions.

     

    Blog Editor

    Blog Editor

    Lisette Howlett edits the Sandler UK blog. If you have any questions or would like to submit a blog please contact her. Tel: 020 7484 5556 Email: Lisette.howlett@sandler.com

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  • Top Traits of Successful Salespeople

    TraitsHigh-performing sales teams are led by strong sales managers who embody leadership skills that motivate and empower the team. Exceptional sales professionals display certain traits that allow them to stand out from the rest and achieve great sales success.

    Since 1967, Sandler Training has trained sales professionals to be mindful of their behaviours, attitudes and techniques when prospecting and negotiating. While Sandler witnessed many professionals transform, there were always certain characteristics that “the greats” possessed in addition to the skills learned through continuous training and reinforcement.

    Ask yourself the following questions to determine whether or not you have what it takes to be great.

    • Do I build good rapport?This might go without saying but the best salespeople are people that can relate to other people. They come across as genuine, they’re natural and they put people at ease. As Sandler teaches, people want to do business with people that are like themselves.
    • Am I goal focused?Long-term goals are important, but what really drives salespeople is the focus on daily activities that are in direct relationship to the results in which they are in pursuit. They understand that it is the daily “behaviours” that are critical to delivering the results.
    • Am I curious?Sandler devotees know – a salesperson’s job is to find the compelling, emotional reason for the problem and match that “pain” to a solution. We discover the pain by asking questions and listening because sometimes the prospect hasn’t accurately identified their pain or are not yet comfortable sharing it.
    • Do I listen?A keystone to the Sandler Training methodology is listening. The Prospect should be doing 70% of the talking while the salesperson is actively listening and searching for the pain.
    • How motivated am I?Being self-motivated is essential to finding success as a sales professional. Since a salesperson’s income is largely based on their ability to find and close new business, success usually comes to those who are diligent and focused.
    • Do I seek out challenges?Sometimes in sales, it’s about being fearless and going after challenges. Whether it’s going after a prospect that’s been on your radar or taking on a vertical that’s completely new to you, having the ability to put yourself in new situations and enter unchartered waters will serve a salesperson well throughout their career. As Sandler teaches, no guts, no gain!

    Can you name more characteristics of successful salespeople that set them apart from mediocre salespeople? What are some traits of top salespeople that you wish you had to complement your sales approach?

     

    Blog Editor

    Blog Editor

    Lisette Howlett edits the Sandler UK blog. If you have any questions or would like to submit a blog please contact her. Tel: 020 7484 5556 Email: Lisette.howlett@sandler.com

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  • Prospecting: Don’t have time for it, not my job…hate it!

    Most of my clients hate the idea of prospecting. In any form. They either expect clients to find them as the industry experts or they have a team, internal or external, to do the prospecting for them.

    You might expect little sympathy from Sandler trainers. That is true; you won’t find much patience for little prospecting effort. However, here is a secret: Sandler trainers have to prospect too and we have exactly the same challenges as our clients and their people. We don’t ask our clients to do what we are not prepared to do ourselves.

    So what do we find works for ourselves and our best-performing clients? You might expect the answer to be “Cold Calling.” Well, it works, when it is done right and professionally. However, is that the most efficient way of getting business? Probably not.  Effective nonetheless.

    The younger generation seems to have a pathological fear of the telephone and want to do everything by social media and email. Does that work? Well, yes, when done right and consistently, although it can take much, much longer to get the same result. Networking? As in talking to strangers in a place and environment you really would rather not be in? This can be powerful. Free talks? Unnerving and time-consuming, perhaps, but wonderfully efficient in weeding out prospects. Asking for referrals? This is often the best way into ideal new business. However, we are then trading on the good name of our clients and contacts and they don’t usually come fast and thick enough.

    The list goes on. “Walk-ins”, attending conferences, calling old proposals or clients, webinars, LinkedIn, email shot, mailshot and more. Some work better than others at different times in different sectors. In fact, I have an odd, personal, mantra. “No prospecting method works…until it does.” In other words, don’t write off any prospecting activity. Just do plenty. Stick to 3 or 4 main ways of getting business that you are at least prepared to do consistently (preferably “active” rather than “passive” methods). But just do it.

    The Sandler rule #7 is so true. “You never have to like prospecting. You just have to do it.”

    Unfortunately, that includes you. Not just your people. Good prospecting!

    If you want help getting you and your people more comfortable and better at prospecting, why not check with your local Sandler trainer?

    Paul Glynn

    Paul Glynn

    Paul’s experience spans over twenty years of selling, sales management and training. He has worked in the financial services sector including accountancy and has been responsible for the commercial success of sales departments at director level in advertising. His clients report up to 300% increase in turnover by working with him. He is dedicated to helping businesses grow through assessments, training, coaching and mentoring. Tel: 01784 390623 Mobile: 07866 518848

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  • What’s The Rush?

    Many salespeople are too eager to make presentations – are you?

    They view them as opportunities to establish the value of their products or services by demonstrating their unique aspects. You can’t establish value, however, until you have determined which aspects, if any, are relevant to the prospects’ situations.

    The real purpose of presentations is to confirm your ability to deliver the solutions prospects are predisposed to buy. How do you know what prospects are predisposed to buy? You determine it by thoroughly qualifying the opportunities.

    Until you have learned the specific reasons prospects would buy your product or service (rather than a competitor’s), uncovered the resources they have available to make the purchases, discovered the criteria by which they will make their decisions, and (assuming you are willing and able to meet their decision criteria) obtained their commitments to make those decisions, you should refrain from making presentations.

    Making presentations before thoroughly qualifying opportunities will almost surely guarantee that you leave those presentations, not with decisions, but only prospects’ promises to “think it over.”

    Blog Editor

    Blog Editor

    Lisette Howlett edits the Sandler UK blog. If you have any questions or would like to submit a blog please contact her. Tel: 020 7484 5556 Email: Lisette.howlett@sandler.com

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