• 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

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    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?

     

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    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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  • What’s holding you back from success?

    mike montaguee 1Here is the problem: 99% of people out there are already doing what they think is in their best interest. Of course, there’s the 1% who hate themselves and are self-sabotaging, but for the most part, you are probably doing right now, what you think is best. But why is that a problem?

    Well, if you want to achieve a higher level of success or happiness, no matter your current level, you are going to run into a problem.

     

    David Sandler found three areas where people get stuck in their growth and development:

    • Attitude
    • Behaviour
    • Technique

    If you have plateaued in some area of your life, chances are you have a negative attitude about taking the next step, you don’t know what to do, or you don’t know how to do it.

    And on top of that, most of us don’t know what we don’t know, so we can even find these problems, obstacles or opportunities in our own lives. We have a saying here at Sandler Training: “You can’t read the label from inside the bottle.”

    The first step in reaching higher levels of success is realizing that you are the only thing holding yourself back.

    So the answer for, “What’s holding you back?” It’s YOU!

    • Has the economy or your market taken a down turn?
    • Are your company’s offerings not really unique?
    • Are your customers uneducated & cheap?
    • Are you too comfortable or afraid to fail?

    Guess what? You are the only one responsible for your ultimate success and happiness. Other people are succeeding in this economy. You can always get another job if the company is not right for you. You choose who you call on and how valuable they see you.

    You even choose how you respond to real outside obstacles and challenges. Do you get competitive and motivated when someone is challenging you, or do you give up because it’s too hard? That choice is also yours.

    The second step is to find someone on the outside who can see the real issues.

    This might sound self-serving because it’s what we do, but only a great coach, mentor or trainer from the outside can help you accurately assess yourself and the problems you run into.

    It’s the reason professional athletes have coaches. It is very difficult to assess our own performance, because we already believe we tried our best. It is even more difficult to assess a problem inside our own heads! That is usually where the problem lies in the first place. If we have the right attitude, we will generally figure out what to do or ask someone else. We are also willing to try different techniques until we find something that works.

    Coaches can also help you with those behaviours and techniques, but fixing our head first is really what allows for huge leaps in performance and ultimate success and happiness.

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    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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  • Maintaining Sales Motivation: Why Do You Work?

    Why? Why do we get up every day and go to work?

    Because that’s what is expected: Really? In most companies, the last time you saw your job description was the day you interviewed and you don’t know what is really expected, do you?

    Because employees depend on us: Really? Management books say a great manager implements systems that will operate well when management is not there.

    Really it’s because Mum or Dad said so!

    Accountability is imprinted into our brains early in life. “Clean your room,” “Finish your homework,” and “Be home by 10″ are all part of our basic wiring. In secondary school, if you didn’t show up with your homework, you were publicly humiliated and punished with detention. Sounds bad, right? Actually, it works. We did the work because we run from pain before we run towards pleasure. Ever get that sickened feeling in your stomach before a big test? Well, that shouldn’t disappear entirely after school. What is that, exactly? Self-accountability.

    How are you accountable? You need to do 10 cold calls, get five referrals, and schedule two appointments daily. Who knows you didn’t do this? Only you and you can lie to yourself to justify your behaviours all day (the lawn really looked like it needed mowing and that two-hour lunch with a great client were to ensure the renewal next year!).

    Do the right things to be accountable:

    1. Have an accountability partner or coach- I call mine every day at 6 pm (yes). This person should not be your spouse or significant other.
    2. Keep a journal and do a debrief to yourself in writing every day.Rate everything with the standard “should you have been doing this activity at the time you were doing it?”
    3. Have clear behaviour goals in mind and know every day what you will accomplish!Who are your top 20 targets?
    4. Know why you are working- have a dream board near you during work hours. Want a Jeep? Have a picture nearby. Travel? Have a picture. Jewellery? Have a picture. House, wealth, etc? Have a picture. No college debt for your kids? School pictures work great. Make that dream or goal of yours ever-present and as tangible as possible, and you’ll have no problem staying on track.
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    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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  • Posturing Language

    SB_salesposture_23Over time, every successful salesperson comes to the conclusion that having the proper selling posture during the sales interview is critical. Many sales people are still struggling to understand this concept.

    When we talk about posture, we are talking about the attitude reflected in the communication of the salesperson. We know that the message we send in our communication is made up of our body language, our tonality, and our words. However, how we mix those three elements creates a particular attitude that is palpable to our receiver.

    There are three primary language postures.

    Superior: In this style, the salesperson takes the position of being superior to the prospect. The manner in which they communicate would suggest they are better than the prospect and are talking down to them. The superior posture is overly “I” focused and typically sends the message of aggressiveness. Superior posture has a low tolerance for anyone else’s opinion. Often times, they speak with a loud and overbearing in tone.

    Equal: The posture of equality is the most desirable posture for a salesperson. This style communicates confidence to the prospect. The equal posture requires the sales person to adopt an attitude of equal business stature with the prospect. The equal posture creates a respectful, yet highly assertive environment where the salesperson is in control of the selling process. The equal posture speaks clearly with authority and places a high priority on having his rights respected. All issues are addressed with confidence, including those that may be difficult and uncomfortable for the prospect.

    Inferior: Unfortunately, this is where many salespeople communicate. In this posture, the seller quickly complies control of the sales dialogue with the prospect. They send the message that the prospect has the power and the salesperson is honoured to be in their presence. Inferior posturing too easily provides the prospect a way out without addressing the difficult questions. The inferior salesperson allows themselves to be manipulated in order to avoid conflict. They take a literal interpretation of “the customer is always right.”

    Salespeople who understand their job is to go to the bank while meeting the needs of the prospect, always work from a posture of equality. This is an essential attitude to bring to our communications with prospects.

    We all develop a pattern of communication that is comfortable and becomes a habit for us. A Sandler trained salesperson understands this and recognizes how to adjust communication in the selling process to create lasting customer relationships built on an equal stature business relationship.

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    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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  • Sales Training for the Prospecting Marathon

    Prospecting MarathonWhat does a marathon runner know about making prospecting calls?

    Probably very little. Maybe nothing! However, the strategy the marathon runner uses to prepare for a race can help you become a better prospector. No runner started out as a marathon runner. They trained over time to build their strength and endurance to go the distance. The first day they couldn’t run 100 yards before gasping for breath. The first week was torture. The second week was a little better. The third week better yet, and so on. With continual practice, desire and effort, they became a marathon runner.

    Take a lesson from the marathon runner. If you are struggling with 10 or 15 prospecting calls a day, how will you ever make 30, 40 or whatever number your prospecting plan calls for? If the novice marathon runner is gasping for breath after 100 yards, how can he eventually last for two miles, eight miles, 12 miles or 26 miles? He must condition himself.

    While marathon runners may have their own trainers, you’ve got me and the rest of the folks at Sandler Training to give you a little sales training advice:

    Pace yourself, and you’ll get there.

    You may not get past six calls the first day without gasping for breath, but the next day you can do seven, the next day eight, the next day nine or 10 and continue that practice until you can go the distance.

    An average sales cycle to move a new prospect beginning from your initial introductory call to closing a sale takes an average of 12 quality touches (and that is not 12 irritating voicemail messages) over an 18 month period. That’s at least, one meaningful connection every 45 days. Remember, it’s 12 touches over 18 months on average. You can be better than average if you get better at your technique and better at your strategy. You don’t have to be a marathon prospector right away, but you better start your training program, rest up and get ready for the long road ahead. As long as you have a contact schedule and strategy in mind, you’ll see that finish line

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    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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  • Patience Is a Virtue (Of Success)

    You will find that only a few people are willing to be patient.  However, putting off instant gratification until later in order to obtain bigger rewards is essential to achieving true success.

    Patience doesn’t necessarily mean attending to the delays that sometimes occur, which are often an invitation to procrastination. Avoiding commitment is not the way to achieve success but there are distinct differences between “I need more time,” and the notion that achieving lasting results require time.

    To be truly successful, we need to practice patience in all areas of our life, when it comes to business, negotiations, communications goals and even employee relationships.

    If we put off doing a thing and find ourselves going nowhere, we are sabotaging ourselves.  If we put off doing it but find that, with struggle and effort, we are slowly progressing toward the desired goal, we can congratulate ourselves on having demonstrated a true willingness to postpone gratification ― an enormous asset and an indispensable element in self-realisation and success.

    Training and development takes time and just like any other hard-earned discipline, we get better at being patient the more we practice it.

    Rewards are often related to the ability to endure necessary waiting.  Just think, to become a surgeon, lawyer, diplomat, or professional salesperson takes time and dedication. While working toward the goal, little or nothing is earned, and recognition for work done and energy output is minimal.  The rewards come later. This makes the reward that much more meaningful because work has been put in for the greater good of your success.

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    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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  • Manage your behaviour, not numbers

    You can’t manage what you can’t control but you can manage what will influence what you can’t control.

    You can’t manage the number of sales you’re going to make but you can manage the behaviour that will help you make those sales. It is clear that you simply can’t predict who will and won’t buy from you. It is only the prospect who knows if they really want what you’re selling but on the rare occasion. The prospect isn’t very clear on what they want specifically but they know they need a solution (Which you can give them). Whether they have the budget and if they can make the decision to move forward is completely outside of our control.

    However, there are some things in your control, such as:

    • Strategically developing a plan based on the number of calls we need to make.
    • Creating questions that qualify the prospect for need, budget and decision-making.
    • Disqualifying those prospects who won’t or aren’t ready to move forward.

    We frequently let our persistence stall our sales development and this can keep us from identifying whether a prospect qualifies or disqualifies to be a client.

    If it happens that it’s the wrong timing for the prospect. We can ask questions to discover if there is a better time to approach the topic. Whilst this may be a good use of persistence it is of no use if the prospect is not completely engaged in the agreement to regroup at another time.

    Pipeline filling behaviour will improve your chances of closing business. The reason we hang in too long or bail out too easily when prospecting or in the middle of a sale tends to centre around three things:

    • Our Attitude
    • Our Behaviour
    • Our Technique

    Managing your behaviour and attitude is all about doing the things that will result in gaining business. It’s about taking control of where and with whom you spend your time and energy. It’s ultimately about developing a plan and following it through each time, and being part of your plan rather than the prospect’s.

    Remember: Some will. Some won’t. Who cares? Who’s next?

    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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  • The Success Code  

    People define success in different ways: some by money, some by job importance and others by work/life balance.  Whichever way we view it, do we have both the aptitude and the ability to succeed – ‘can’ we succeed versus ‘will’ we?  As business people, there are four key areas which must be in place to ensure that ‘can’ becomes ‘will’.

    1.Self-talk

    Opinion has it that over 70% of the thoughts in our head are negative or limiting.  Negative thoughts create fear and hesitation, which prevent us from taking the critical actions necessary for success.  Take the time to reframe your self-talk from negative to positive.  Every time you have a limiting thought, develop a positive one to neutralise it.

    2. Baggage

    We all carry baggage around with us which holds us back, such as wanting to be liked, struggling to ask for decisions or being uncomfortable talking about money.  We need to understand our own baggage and make a commitment to learn new skills which will help us overcome it.

    3. Risk

    We all have a risk quotient that guides our actions.  Somewhere between risk everything or risk nothing is the right choice for all of us.  Stretching comfort zones allows us to take appropriate risks and achieve growth as a result.  We must examine our comfort zones because they create a success trap and we must decide to take bolder actions.

    4. Beliefs

    These are thoughts that have either been programmed by others, originate from past experiences or are based on judgments made through observation.  We should regularly and systematically test our beliefs to ensure they are based in reality, not fiction.  We must challenge outdated beliefs and create higher performing ones to free ourselves from mediocrity.

    Here are some pointers to success:

    • Examine your level of self-awareness. How large is the gap between where you think you are and where you really are in terms of success? Be honest!
    • End each day with a review of lessons learned and create a plan to utilise them the following day.
    • Review your skills toolbox and make sure you have the right tools for success. Where are the gaps?
    • Understand your ‘killer’ weaknesses and make sure they’re not hiding in your blind spots.
    • Every morning, ask yourself, “What would I attempt today if I had no fear of failure?”

    Melissa Arnot- the 31 year old who has climbed Mount Everest three times said “Out here, we face the consequences of our decisions every day.”  In business, this statement is no less true.

    Andy McCreadie

    Andy McCreadie

    Andy McCreadie is a critically-acclaimed coach and facilitator who excels at identifying core sales and management challenges and implementing transformative growth strategies. Before setting up Sandler Training in 2007 in the South West, Andy spent six years as a strategy consultant for Accenture, selling and delivering high profile consulting projects to blue chip companies. He then worked in direct sales – in London and Sydney, managing business development teams across a wide range of industry sectors.

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  • Are you prospecting daily?

    When businesses start, it is often for the passion and skill of producing an end product or service that makes the clients life better.

    That skill is often built by years of training, practice and experience. That’s where a business five a day comes into play. Everything we do to promote our business is an action that we are monitoring for a result. There are broadly five activities we must regularly work on to promote our business.

    If we think of a fishing analogy, our five a day would typically look like:

    1. Marketing, putting your boat where the fish is.
    2. Advertising, A big sign on the boat, saying, “we have bait here!”
    3. The internet, Painting on the bottom of the boat, pictures of bait, with an invite, to interact on the subject.
    4. Networking, Meeting people who may be able to give you a fish, but you should be able to give them one too.
    5. Putting the bait on a hook and actually fishing.

    Marketing, Advertising and Internet, we often hand over to professionals and we aggressively wait for the phone to ring or our inbox to light up.

    Networking is building relationships and hoping that someone understands enough about your business to be able to occasionally throw you a bone while they go about their own business.

    Prospecting is where the serious work starts. Even Steve Jobs had to work the phone at the beginning. While all steps are part of a good business balance, the prospecting part is often used as the last resort to developing your business. I think a lot of it comes down to confidence. Are we doing the right thing? What happens if we get it wrong? What if the prospect rejects our advances? How will we feel when we are rejected? I know this is the case as these are the questions I asked myself. The phone that was easy to pick up to speak to people we know now becomes elephant in the room that is impossible to pick up to speak to strangers.

    However, if you understand that you are doing the right things. You can accept that failure during prospecting is just part of the journey to success. You then have the confidence to continue without feeling crushed.

    We at Sandler Training give you the tools to prospect in the right way, we help you to maintain a good attitude while doing it and then the skills to get a premium price for your premium service. I hold regular masterclasses to show you how to prospect, disqualify time wasters and tyre kickers and close deals at a higher profit than ever before.

    Let’s talk!

    Roy Johnson

    Roy Johnson

    For twenty seven years Roy Johnson worked globally where he held leadership positions in market leading industrial automation and communications companies. Having left corporate life in 2014 he started his own sales training and management consultancy. Typically, his clients include entrepreneurs, CEOs, start-ups, Sales Directors, MDs, Senior Partners and business owners. These are often people who went into business to follow their passion with a requirement to build a client base to make it successful. They are either looking to put a sales system with coherence and clarity in place and/or take the business to the next level. Roy helps them to develop a successful sales culture so that they can make tough sales decisions based on real data rather than instinct. Mob +44 (0)7867525868 Tel +44 (0)1782 518040

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