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

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Want to make more money in your role as a salesperson or sales manager? Of course you do! Even if money isn't your primary motivator, there's no denying you can do more with more money. So why aren't you making more?

As it turns out, you're making exactly what you think you're worth. The thing that's limiting your income is all in your head!

Your time is valuable. So why are you wasting it when you're prospecting? Quit doing the wrong type of prospecting!

One of the concepts we help our clients understand is active prospecting versus passive prospecting. Based off the names alone, you probably already realize that passive prospecting takes less work but is also less effective. Conversely, active prospecting takes more work but is more effective.

If a prospect is going to say "no," would you rather know right now, or months from now after you've poured tons of time, energy, and resources into following up with them? Right now, of course! That's one of the first concepts we help our clients learn. It saves tons of wasted time. And if you waste time on the wrong people, you're robbing the right people of that time. However, you can take that concept too far. If you're not careful, you can make assumptions and judgements that aren't correct, and end up disqualifying a prospect too early in the process. You end up deciding that they aren't a good fit instead of letting them discover that for themselves!

People hate salespeople. At the very least, their defenses are raised when they detect familiar patterns. They've likely had one or more negative experiences with salespeople. So when they detect familiar patterns and decide you're in sales, the conversation may already be over.

When you do a pattern analysis for all the bad salespeople you've run into, do you sound the same as them? If so, then why are you surprised when people treat you the same way you treat those bad salespeople?

If you want to be treated differently, you have to act differently. That's what a pattern interrupt is all about!

Everyone agrees that customer service is a huge differentiator. But customer service usually isn't something huge, it's a set of little things. Or it may even be just one little thing. So how do you know if you're really doing a good job with your customer service?

Just about everyone hates cold calling. David Sandler himself was quoted as saying, "Nobody ever had to wait in line to make a cold call." Then why are people still making cold calls?

A huge part of every sales interaction is having good bonding and rapport with your prospect. Most people do that accidentally and inconsistently, but we help clients learn how to do it intentionally and consistently.

I've met with hundreds of salespeople and business owners over the years. I have yet to meet one that wouldn't like more and better referrals.

Referrals shorten the sales cycle and your chances of success are greater. But most people have no system for building their business through referrals! And no, putting "The best compliment you can give me is a referral," on your business card and in your email signature does not qualify as a system.

So how can you build a referral system?

When my team and I meet with our clients, we're often advising them on their business model as a whole. Sales is the engine that drives a business, but the rest of the business has to be operating correctly as well.

My team and I often share with people how good sales is a result of good communication. In fact, in several workshops we put on, we explain within the first few minutes that we'll use the terms interchangeably during the workshop.