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Custom Growth Solutions, LLC | Sandler Training | Oklahoma City, OK

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Have you ever felt like you're being left behind because you're unwilling to try or learn new things? Or perhaps you had a great month in sales and you've met your quota, so you take a salesperson's vacation and just sort of coast for the next three days until the end of the month. Are you comfortable where you are and therefore don't challenge yourself to do better?

A friend of mine was in the Coast Guard for many years. At one point in time, he had the opportunity to tour a Navy ship. From what my friend shared at that time, it seemed like the Navy had nicer ships overall than the Coast Guard did. Now, I've never been on either a Coast Guard ship or a Navy ship, so I can't tell you personally if this is true. But that's the impression I got from what my friend shared.

As salespeople, it's our job to identify the root of the problem when qualifying a prospect. It's our job to diagnose, because if we don't properly diagnose, we won't know if we can actually help.

Pattern interrupts are about changing the momentum and direction of an interaction. Sometimes they happen right at the beginning of an interaction, and sometimes they happen somewhere in the middle.

It's the little things that make salespeople and sales interactions successful. And sometimes it's the little things that can lose a sale, as almost happened to a client of mine in the roofing industry.

You've probably heard the saying that people do business with people they know, like, trust, and value. One of the things we frequently ask our clients in Sandler is, "Are you doing enough to get in front of people so that they can get to know, like, trust, and value you?"

We've all heard the saying that curiosity killed the cat, but curiosity doesn't kill sales. In fact, it's a valuable tool in the sales process, especially when it comes to prospecting.

When we talk about being consistent in sales, it can mean two things. Most of the time, we're talking about consistency in behaviors and prospecting activities. Are you consistently meeting new people and qualifying prospects? Are you following up when you say you will follow up?

Have you ever known anyone who refused to ask for help? Or perhaps you struggle at asking for help, whether personally or professionally. It's not an uncommon trait for many people, but learning to ask for help can open the door to important conversations.

It’s pretty common for people to wait until their pipeline is completely empty to do something about prospecting, when they should have been doing it all along. Keeping a balance between active and passive prospecting can help keep people in your pipeline.