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The Sandler Selling System

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.

Business card

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?

Trade show booth

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.

Clear your mind

Clients, vendors, sales representatives, and products fill up most of your time, leaving few minutes each day to organize yourself and clear the clutter from your desk or mind. January is “get organized month,” but busy sales representatives and managers can’t devote an entire day to administrative tasks without losing potential profits. Here are seven ways you can create organization to drive success in ten-minute increments any day of the year.

Managing behaviors to close more sales

Many sales managers attempt to manage their salespeople by “managing” their numbers. You can track numbers, but you can’t actually “manage” them any more than you can manage the weather. But, it is from the observation and analysis of the numbers that you can identify pathways for improved performance. 

Social media network

If your goal is to find more prospects, get more and better referrals, and make more commission dollars in 2016 than you did in 2015, consider upping your social selling game. Here are four quick tips that will help you to avoid some common mistakes online. 

Great salespeople have the desire to be successful

The road to a successful sales career is filled with disappointments, rejection and uncertainty. If all you have is the willingness to put up with those things then you’re 99.99% of the way there. So, what attributes does a person need to have to be successful? Here are the top 3 that I recommend you look for when interviewing someone for your business. 

Generations

As a manager of people, you know and understand the challenge of the "new" workplace. The reality of four generations working side by side is fraught with obstacles that threaten to derail productivity and hinder progress. Before you pop another antacid and check again to see if it's time to cut a trail home, take heart in knowing there are ways to be an effective manager in a workplace made up of the Silent generation, Boomers, X'ers, and Millennials. The first step is acknowledging each generation has its own preferences, expectations, and strengths.

Set SMART goals

We know from some extensive research on goal setting that most people make a New Year’s wish instead of a resolution. Proper goal setting requires commitment to your dreams. It gives you a road map to follow, allowing you to focus your efforts on the right thing at the right time, and holding you accountable for progress. If you are committed to succeeding in 2016 and want to do something about it, then follow these 6 steps to a perfect goal setting plan for this year and the rest of your life.

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