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Archive for October, 2010

Dealing with Difficult People: A Sales Tip That Pays Emotional and Financial Dividends

October 27th, 2010

By Paul Szklarski

Angry Sales PeopleWednesday mornings are tough enough without our most annoying client calling in with the usual simple problem that he is over-reacting to. We sigh and answer the phone – all while making the facial gestures of a person eating oysters for the first time in their life.

WHY does that client seem to be determined to drive you insane?

It’s your fault …

Every morning the manager from the operations department stops in to tell you how your team messed up his operations this weekend.She is soooo abrasive. You answer in abrupt sentences and quite rudely push her out the door.

WHY does that coworker seem determined to drive you insane? It’s your fault ……

Every Tuesday morning the boss has a “mandatory” meeting to review your prior week. You hate the meeting, and your boss is an idiot (and you know the feeling is mutual.)

WHY does the bossseem determined to drive you insane? YES! It’s your fault ……

People deal well with people they like, are like them and like them back. That means that unless you work at it, 75% of people don’t like YOU!

Are you “reading” them and listening? Probably not. The four personalities, DISC, are always at work and you ignore them at your peril. The Demanders don’t like chit-chat and they can only win if someone loses. The Integrators need affirmation that you really like them and they require a “win-win” to get along. The Steady relators reject you if you are not on the team and they are linked to the details and they will throw themselves under the bus for you and you don’t appreciate them! The Calculators believe in the numbers and don’t like to lose. They need to win, and they don’t care if you win or lose (that’s your job) and they don’t like you trying to find out personal stuff. And sometimes each personality can be distressed. “Not OK” people can only be “OK” by seeing someone worse off than them, and you are the only one in the office!

Want to convert these difficult people to your side? Read them, listen to them, and rescue them. If they are not OK, be less OK than them! Check your ego. Be emotionally detached-always. Match & mirror their body language and tonality. It may be difficult to force yourself to detach from your emotions when someone is being especially rude or moody, however it is an opportunity for you to connect to that person and ease the tension. Once you’ve been the emotional savior of the situation, you’ll find that you will be considered a source of trust and stability for that person. And as any sales training program will tell you, those two things are money in the bank.

Paul Szklarski is a Sandler Trainer with Rhine Associates, a Sandler Training franchise based in Southern New Jersey.


Sales Training with Sandler: The Benefits of Having a Sales Coach

October 19th, 2010

What do all of the world’s greatest athletes, politicians and business leaders have in common?

They didn’t get to be the best on their own. They all had guidance from coaches and mentors, and that guidance is what brought out their endless potential in their field.

Check out the video above from Sandler CEO Dave Mattson, and consider the benefits of a sales coach that goes beyond the typical situational coaching that many other sales training programs offer. With the Sandler system, your coach allows you to not only refine your prospecting, closing and presentation skills, but create an environment in which you can continually improve and grow your sales empire on your own.

Want to meet someone that can get the potential sales superstar out of you? Find a trainer: www.sandler.com


You Can’t Manage Time!

October 13th, 2010

By Ken Edmundson

So much has been written in various sales training blogs about time management that you hardly have the time to read about it. There are numerous time management programs, processes and tools, and even with all this help, you still can’t manage time no matter how hard you try.

There are 24 hours in a day, 86,400 seconds ticking away second by second as you read this. You can’t save these seconds or store them up; when they are gone, they are gone! Never to be recovered. Never to be recycled and reused, and although you can’t manage time, you can manage your activities-what you do in the time that you have-and that will be your most effective tool for getting the most out of your time. To be a really good time manager, you simply need a process to successfully manage your activities and to manage your activities, you only need to know two things:

  • What to do first.
  • What to do next.

Step 1: To identify what to do, take a piece of paper and create a three column daily or weekly to do list. Label one column “Must Do,” the next column “Should Do,” and the third column “Stop Do.”

Step 2: In the “Must Do” column, list all of the things that are imperative to accomplish, things that must be completed, things that are directly tied to your goals and responsibilities.

Step 3: Review the “Must Do” list; prioritize the items in terms of importance and difficulty. It is imperative to do the most difficult first.

Step 4: Next, plan carefully and assign each item an amount of time for completion.

Step 5: In the “Should Do” column, list all of the things that you would like to do because they are important, although not essential.

Step 6: In the “Stop Do” column, list those items which tend to use/kill time that are not productive. The “Stop Do” list is a daily and weekly reminder of things you should stop doing that are getting in your way. There should always be items on the “Stop Do” list.

So start with the “Must Do” list and begin with the highest priority and most difficult item, or the item you least like to do, and do it NOW! Today, without exception. When the time for that activity is up, STOP! And move on to the next activity. If you continue to work beyond the predetermined time limit, you are stealing valuable time away from the next important “Must Do” task. If that project suffers because of insufficient time, you will soon be in debt to countless hours of time that will never come. When you complete the “Must Do” items, you can move on to the “Should Do” items, but not until the “Must Do” items are complete.

As time goes on, some of the things on past “Should Do” lists will transfer to the “Must Do” list, but you will evaluate them and move them, not chance or pressure or unorganized time.

Most people have trouble getting the most out of their time because not only do they not prioritize their “Must Do” and “Should Do” lists, but they actually have too many things on their list to begin with that are neither “should do” or ‘must do”… maybe the Stop Do will be as important for you as the Must Do!

Ralph Waldo Emerson wrote, “Finish each day and be done with it-tomorrow is a new day!”

Ken Edmundson is the CEO of the Edmundson Northstar Institute, a Sandler Training franchise based in Memphis, Tennessee.

Illustration by Rob Green


Out in the Open: Avoiding Misunderstandings with a Prospect

October 8th, 2010

Huh? Phone Cord

The best definition of a heated political climate is the constant “clarification”of what was said yesterday, the day before, and the day before that. When whatyou said is not what is heard – or if what you heard was not what was said – thatis “mutual mystification.”

Actress Lily Tomlin said it best, “Have I reached the party to whom I am speaking?”

If a prospect utters something even remotely positive, do you immediately presumethe sale? When you lose the sale – you even are mad at the prospect for sendingthe wrong signals. This is a condition termed “happy ears” and it is always fatal.

The cure is to be skeptical, yet nurturing. Your prospect says “I like what youare saying and your product is a good fit!” You respond “I appreciate your kindwords – when you say ‘good fit’ what exactly do you mean?” This is a reversingtechnique that will show you the difference between nice platitudes and an actualsale. Never presume that the signals are positive – always verify.

When you find yourself lost in a sale where the prospect is saying all the right things,yet it is either too soon or too positive, you must say something.

David Sandlersaid “when you feel it, say it-nurturingly!”You might say to your prospect “I get the feeling that you view my service positively,but I’m still not sure if I can help. Can we talk for a few minutes about that?”or “I’m feeling a lot of pressure right now – are you too? Can we talk about it?”

If you are well into your sales process, it is worth an extra 10 minutes to discusswhat may sink your sale if you don’t talk about it.

Not sure? Call us and get into a class.

Illustration by Rob Green


Video: Creating a Recipe for Success

October 5th, 2010

In the video above, Sandler’s CEO, Dave Mattson, explains how someone comes to figure out their recipe for success. After countless trials and experimentation, you have to take the time to sit down and analyze what strategies have worked for you, and what strategies could use some more work. While many salespeople may view non-client time as wasteful, self-assessment and evaluation can mold you into a more efficient professional who is fully aware of what they can offer in every sales situation.

Once you pin down your strengths and finally get the core of your recipe set in stone, practice. Repeat. Keep going. Reinforce every part of your sales process over and over until your recipe is something that satisfies you and draws the envy of others. Bad salespeople complain about the limitations of their product when things aren’t going well, but good salespeople recognize that their product is themselves. Continually work on your own sales recipe, and prospects will eventually be unable to resist.

Luckily for many out there, Sandler has found that secret recipe for sales training. If you want a taste, give us a call.