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Beating Cancer with Guts and Humor

In January of 2016 Gary was diagnosed with Stage Three Prostate Cancer and he wondered what was next. He had a radical proctectomy surgery and began radiation that summer every day for two months. He took monthly injection of Lupron. This loss of testosterone ended with him having hot flashes and an increased empathy with his wife and the women in his life. He realized that it is what it is, and he’s committed to approaching life with some humor. Humor doesn’t take away the seriousness of a situation, nor does it mean you put your head in the sand and ignore the situation. He takes his business seriously, not himself. As months progressed things looked good, but in June of 2017 his PSA had quadrupled and this indicator that cancer was spreading caused panics for his doctors.

They found about six to seven spots of cancer in his bones and he began chemotherapy treatment which started his journey. These are the cards that he was dealt, and he has focused on dealing with it by dealing with what’s going on between his ears. What goes on with Gary, he believes, is dealing with the behaviors and attitude that are associated with how he engages the reality of his circumstances. He tuned up how he thought and what he believed in order to effectively fight against the outcome and work toward the results he wanted.

How the Best Get Better

Jim is taking us through 10 timeless principles for improvement on how the best get better. The full idea comes out of the strategic coach program and the concept of how the best gets better comes from them, but we’re looking at it through the lens of our material. Jim works with a lot of large companies from all over in various industries between accounting, IT, manufacturing, distribution, and these companies want to grow and get better. As a trainer we see a typical 20/60/20. 20% take the material and grow. 60% do okay, but they need some prodding to grow and get better and improve. 20% need to get rid of non-performers and create a business of people who are better and stronger and may resist that change. These are the observations and applications of our best clients.

Thank You 2017!

Thank you from all of us on your continued support and attention as we progress from 2017 to 2018. It's been a whirlwind of an adventure and we look forward to new success and new relationships in 2018! If you would like to reach out and contact us, now is a perfect time! We have enjoyed putting together our shows this year and look forward to continued success, new content, and vital conversations to explore business in the Treasure Valley and growth through the Sandler Network. If you've enjoyed it--share it--spread the word! We love our engagements and we love having conversations about what is important and what is necessary to achieve success and avoid the call of shortcuts. 

 

Reach out to us at Crossroads@sandler.com and let us know what you think.

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I thought you'd never ask. (Yes).

Prospecting the Millennial Way

Sandler Trainers: Jim Stephens and Dan Macias

Entrepreneur Radio: Josiah Stephens with Stronghold Remodeling

Doing a combination of his behaviors, Dan managed to build a decent business. Dan had to build out his sphere of influence when he moved to a new place and took on strategies to build his brand, but the core of that growth came from dialing for dollars prospecting. As Sandler said, cold calling is effective, because so few people do it well. When he started training with Sandler it took him two to two and a half months with cold calling; it is quicker when there is a level of desperation behind the drive. But, once he was comfortable with his 30-second commercial he felt confident enough to use it as an effective tool to prospect for potential clients. The Sandler System requires guts and courage.

Creating a Prospecting Engine That Runs 24/7 For You

Sandler Trainers: Jim Stephens and Rian Lanigan

The core of success is to be strategic and look narrowly at the audience. You have to focus in on who you’re trying to target and go straight for the no, so that you’re only dealing with yeses. Another powerful tool is facebook, and putting ads on facebook is powerful because its cheap to target he specific audience that you want. You can build out the specifics of the types of individuals that you’re looking for, and the type of things they’re following. This ability to run ads to grow your profile organically then it’s the most powerful tool to build a following that draws in useful individuals. There are tons of ways on facebook to target people and use the data to your advantage. Such as a spreadsheet that allows you to contact individuals who are interested in who you are and what you do. Ten bucks behind a facebook campaign can bring you seventy-five leads to sign up to a webinar. If you post regularly on facebook and you see a post that’s performing well, then double-down on it and boost the post while targeting the correct audience. Being very specific and targeting your audience and limiting your spending is a valuable way to make the most out of your social prospecting engine and build a machine that works for you 24/7.

7 Key Factors for Success

Sandler Trainers: Jim Stephens and Justin Stephens

Visit our website at crossroads.sandler.com to find out more about who we are and what we do.

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The BATs of Account Management

Sandler Trainers: Jim Stephens and Rob Fishman www.legend.sandler.com

Entrepreneur Radio: Rich Carden with BizMilk www.bizmilk.com

Rob’s advice and his nurturing tone helps prospects become comfortable and clients become referral generating machines. Using his account management suggestions and his technical approach to business engagements we should find ourselves in a more comfortable position heading into the new year.

 

Winning with the Sandler BATs

All training helps build a foundation for understanding, but theory won’t change you. Intention won’t change you. What creates change is when there is enough pain then we will change. Joe went through a series of events in his life that became the catalyst for taking Sandler to a much deeper and more technical level. Joe has experientially absorbed the BAT triangle better than most Sandler trainers.

Joe was fascinated with the BAT triangle and its place in the sales process. So, after joining the network, he learned the system and was a student. He listened to the material, sleeping with it on, listening to it in his car, and the whole learning process drove him. He was motivated by the psychology, the belief system, and the BAT triangle. Less than six years into his relationship with Sandler, Joe got a diagnosis of cancer.

Good Question, Why Did You Ask?

Antonio Garrido just finished his first book, Asking Questions the Sandler Way: Good Question, Why Did You Ask? which uses the Sandler System to listen and ask the questions that let the buyer tell them how to sell them.

Antonio was motivated to write the book because at Sandler the keystone to our system is the reverse and our rule is answer a question with a question. We casually say that we’ve got to ask more questions, but what occurred to Antonio is that it is difficult for some people to ask more questions. We all struggle asking questions of questions rather than simply answering the question asked.

The Velvet-Covered Brick

Sandler Trainers: Jim Stephens and Dave Arch https://www.sandler.com/

Entrepreneur Radio: Gary McCracken https://www.clotheslinecleaners.com/

Dave spends his time doing executive coaching and he sees great leaders as “velvet-covered bricks”. In coaching he facilitates fine tuning the velvet and the brick. Some leaders are too bricky and they’re difficult to get close to. Some are too velvety, you push and sink up to your first knuckle. The key is adjusting this composition so that the leader balances out what is important in leadership. That means that leaders must discover the right ratio of hard-hitting brick to soft, cushy velvet.

Finding Success With the BATs of the Sandler Selling System

Sandler Trainers: Jim Stephens and Sean Coyle http://www.sandler.com/  

Entrepreneur Radio: JP Green with Cycle Bar https://villagemeridian.cyclebar.com/ 

A plan eliminates the agony of a decision. We just have to overcome the limitations of our feelings at the moment and that commitment helps us see past the reticence to pick up the phone or have a tough conversation with an employee. Attitude is what we’re always saying to ourselves, technique is how we’re saying and what we should be saying to others. These two come down to conviction. Conviction is something similar to an individual’s ability to pick a spot and stand firm. This commitment has been historically demonstrated in a way for people to stand firm. We have to see our own sales process, the things we say, and how we say them, and make sure that we have true conviction behind them.

A Well-Crafted, Strong 30-Second Commercial

Sandler Trainers: Jim Stephens and Craig Lyons http://www.chief.sandler.com/

Entrepreneur Radio: Shaun Buck https://www.thenewsletterpro.com/ 

For Craig a thirty-second commercial is a quick chance to introduce ourselves, why we’re in business, and how we help people. Too often networking events begin with very mundane conversations and the thirty-second commercial functions as a pitch to spark a conversation. But, while at networking events, we learn to tune out anything that is in the white background of noise. We tune out commercials that people typically pitch such as elevator commercials.

The Sandler Way

Sandler Trainers: Tim Goering and Jim Stephens http://www.makingluck.sandler.com/

Entrepreneur Radio: Roy Raanani https://www.chorus.ai/

Too often people avoid conflict. If you avoid it the problem won’t go away, but it’ll go temporarily away. Tim believes that you can resolve all conflict in your life, and never have to have another dramatic conversation for the rest of your life, but the bad news is if you do then it’s entirely your fault.

It's Never About the Money

Sandler Trainers: Karl Schaphorst and Jim Stephens http://www.karlschaphorst.sandler.com/

Entrepreneur Radio: Bob Haycock http://www.appleidaho.com/

Karl Schaphorst is an insightful and knowledgeable Sandler trainer who returns to us to talk about a presentation he did with regard to the place that money has within the sales conversation. What typically happens in the mind of the salesperson during a conversation is that they believe that for some buyers it is only about the money. Karl suggests, though, that it is never about the money.

If we truly understood the people we’re selling to and our clients and the reasons why they’re buying then we would know what all the issues that are really at stake are which they hide behind in price. But, unless a salesperson is trained to go deeper then it is difficult to go past and get out of the pricing game. In a lot of buyer seller dances there is posturing that takes place and the salesperson will willingly submit to the authority of the buyer. If that is the posture in the conversation then the salesperson will have a hard time getting out of the conversation about price.

Sales and Marketing

Sandler Trainers: Lindsey Demetris and Jim Stephens http://www.peakperformance.sandler.com/

Entrepreneur Radio: Travis Fullmer

The final piece for marketers to think about is their list. Think about this with a triple A standard: Accurate, Appropriate, and Acquaintance. Once you’ve had a triple A standard on your list you can leverage that and begin pulling in productive results for your business. This acquainted piece requires knowledge and connection. We need to have connections to the people we’re reaching out to and then produce value for them in a way that enables them to engage with us in a productive manner.

Elephant Hunting in the Workplace

Sandler Trainers: Ken Guest and Jim Stephens http://www.therubygroup.sandler.com/

Entrepreneur Radio: Glen Scott http://impactgrp.com/

Ken Guest is a Sandler trainer from Akron, Ohio and at the latest Sandler Summit, Ken did a presentation on the concept of Elephant hunting as a business strategy—this big game version of prospecting can translate to your industry once you have a grounded conceptual understanding of it and he walks us through some of the aspects of how he has managed elephant hunting and how he sees it as a concept.

Elephant hunting is any type of account, which in your specific world as a salesperson, accounts for a lot of money. It’s a dollar amount that makes a significance difference in your year. It may not take more time, it’s just a more scientific approach makes the interaction and relationship easier.

There are two parts to this process. First, we need to have a scientific approach to identify what an elephant is. We need something akin to an account classification system and identify what are all the components that identify our best account and the type of account we should be pursuing. A mixture of subjective and objective statistics may make up the ideal account, but it requires an individual to identify the type of common denominators or threads that compose the mix of the best accounts.

Getting Paid, Getting Paid Upfront, and Getting Paid More

Sandler Trainers: Lauren Valentine and Jim Stephens http://www.winningprocess.sandler.com/

Entrepreneur Radio: Nick Shlekeway http://www.amherstmadisonlegacy.com/

Since the first meeting is an audition, everything we do to prepare for the role mandates more preparation than we currently spend on effort and investment into understanding and building a plan that helps facilitate a call to action for the prospect. For Lauren, in order to find success in cut down the time of her process, she needed to follow a consistent selling process. Without that process we can’t shorten it, because we have no way to figure out what’s working well, and what isn’t. As important as it is to follow a process, we also have to keep it moving, so using the Sandler process allows for a forward progression that naturally ends with the end result that you’re looking for.

People can get caught in the weeds of the details. Building a timeline of the coming meeting and determining what your progression through the conversation will look like allows you to line out the systematic approach to move you through a sales call efficiently and effectively. Without a plan you might find that you end up in good conversations without the result that you’re looking for. The plan can save you from getting into your car afterward and thinking, “oh I should have asked XYZ or I should have done that when they did this.”

The Vulnerable Salesperson and Leader

Sandler Trainers: Bob Bolak and Jim Stephens http://www.salespoint.sandler.com/

Entrepreneur Radio: Tommy Ahlquist https://tommyforidaho.com/

Why might it be difficult for you to be vulnerable? Words might conjure up like fear, shame, grief, uncertainty, risk, exposure, humiliation. The root word humility versus humiliation is where the awareness should be. Humility is not only the acceptance or awareness of the things that I need to improve at; humility is the acceptance and understanding of the things that I’m awesome at. It’s hard to practice vulnerability without acknowledging both sides of humility. Having the ability to share your successes in a way that doesn’t showcase you as the star of the show is the most important piece of the positive side of humility.

Your stories of your own grandeur and successes should not set the bar so high that you speak with the condemnation of the listener. You should share your successes with humility. In Sandler we’re constantly asking ourselves what is the intent, what is the intent of the prospect, what is my own intent. Under all these are the emotional states of our scripting and the objective and non-judgmental state of the adult. If we want to open ourselves to transparency and vulnerability we’ve got to take a step back from our programmed responses and start looking and acting in a more meaningful way.

 

 

The New Digital Tool-belt

Sandler Trainers: Mike Montague and Jim Stephens https://www.sandler.com/

Entrepreneur Radio: Scott Kern https://www.shadowtrackers.com/

The core of social selling is developing a relevant enough call to action to drive engagement with prospective suspects. So what’s the key to distinguish between call to action and sales? In sales we want to look for and develop qualified trigger events that encourage and enable us to engage with perspective clients. The key term is trigger event. Thinking in terms of real estate, if you are looking for a prospect to buy a house, then by the time they’re in the market to purchase its too late. In real estate, however, looking at life changing events such as new job, marriage, divorce, kids; these are all leading indicators that suggest in the future there will be a need for a new location.

The first thing for social selling is the attitude when you go into the engagement. You need to engage your weaknesses and strengths and play to those or engage individuals who are outside of it. Jump in and try, you can’t break the internet. Nothing bad will happen aside from confronting the learning curve. If you can’t break it then do something: take some simple actions. Attract prospects and not job offers. Make sure you’re talking about what issues you solve and not how great you are.

Managing Your Management

Sandler Trainers: Dave Mattson and Jim Stephens https://www.sandler.com/

Entrepreneur Radio: Heidi Jarvis and Jay Jarsen http://www.idahotechcouncil.org/

Sales managers go into the role and rely on what they have experienced through their sales manager. This practice in the job causes complications—and Dave wrote his book to help the most important role in a company who generate the revenue for the owners, the company, and the stockholders. Rules versus scripts are made to identify the difference in every organization. Sandler teaches how to think and scripts do not work in every situation, but if we come from the framework of language or math then we understand the basic rules as guiding principles. In accounting, there are guiding principles to keep the world from chaos, so these rules replicate a sort of model for sales leadership.

Often times sales leaders will live off hierarchy. Their title mandates understanding and follow through. But, the ultimate job of a leader, is to create self-sufficiency in your team. This means figuring out what your employees need from you to make sure that they have the highest possibility of blowing through their personal and professional goals. The mistake most sales leaders make is that they manage teams and not individuals. If you can learn to be a servant leader and figure out what your team’s members needs from you to succeed then you will help them find success and find success yourself.

Call Centers the Sandler Way

Sandler Trainers: Tom Niesen and Jim Stephens http://www.acuitysystems.sandler.com/

Entrepreneur Radio: Scott Baker and Austin Baker http://collegehunkshaulingjunk.com 

The old-fashioned version of cold-calling, list-calling, is dead. But, you don’t need to call from a list—within a few seconds you can know whether or not a potential buyer is a qualified lead to reach out to. Calling out with knowledge can facilitate a sale and help you make a decision on whether to pursue.

Part of the issue is call reluctance, and you may not be able to get over that, but in order to make money in the long run you need to figure out how you can find the most success with that tactic. There are ways to tactically approach this. If there are 1000 people that buy your stuff in your territory, out of those 1000, 50 are in big pain and need your help. The other 950 are just okay with things the way they are. The job of a sales is to find people who can’t buy, so that the time spent chasing unqualified leads is unwasted. In the morning you don’t know if someone will say yes, but you do know someone will say no. Trying to eliminate people at the beginning of your pursuit of business is the most productive way to enrich your prospecting plan and enable yourself to find the most success by measuring the things you can control.

The culture that you build in your business defines its success. You must have a strong culture and this is primarily important in a call center. You know you have a strong culture when you have a polarizing environment that has some people saying I love working here, and some people saying I don’t want to work here. The culture of your company will set up attitudes and behaviors that control your company. CEOs and sales managers need to control, manage, and mold the culture of their company. There needs to be a mixture between ambition and fun, because prospecting isn’t fun, but success is.

Go Negative to Get to the Heart of the Matter

 

Sandler Trainers: Tracy Bullock & Jim Stephens http://www.tbullock.sandler.com/

Entrepreneur Radio: Terry Fisk http://www.pnwb2bcfo.com/partners/terry-frisk/

 

Buyer’s buy in spite of you, not because of you. They buy for their own reasons and unless we’re helping them discover it for themselves then we’re getting into the way. The technique to say no to someone who is buying from you takes a lot of nerves and guts. The questioning strategy and the comfort to use it comes much later.

The concept sounds like it should be negative, but we use the term defined as the opposite of what the buyer may expect. In an upfront contract, you use the unexpected expectations to let your prospective client say no and walk away or, if there is a yes, then have a clear understanding of what a future looks like.

Prospecting in the 21st Century

Sandler Trainers: Jeff Schneider & Jim Stephens http://www.schneider.sandler.com/

Entrepreneur Radio 1: Louis Armstrong https://www.killerwhey.com/

Entrepreneur Radio 2: Stephanie Schoenfeld https://www.facebook.com/Stephanie-Schoenfeld-Mrs-SE-Boise-496580430491144/

The 1849 Sierra Nevada vision of a prospector is the miner: dirty, underfed, and working hard. The prospect sifts through dirt looking for gold. Days can go by without finding anything productive. It’s easy to pick up gold; it’s hard to dig, and dig, and dig. Prospecting is interrupting someone’s day. We need to differentiate between activities that support prospecting and prospecting activities.

The ability to solve problems has become much easier than before as well; 21st century salespeople need to be better at problem identification rather than solutions to the symptoms. We need to be better at searching through the issues of prospects to find the underlying issue. The key for salespeople in this age is to be where the buyer goes to search for information.

When people use the internet to fix their own problem, the salesperson’s responsibility is to be the trusted advisor who can ask the right kind of questions to uncover the underlying issue and reveal the more effective and efficient solution that can solve the issue.



Six Philosophies of High Growth Individuals and Companies

Sandler Trainers: Steve Montague & Jim Stephens http://www.effectivesales.net/

Entrepreneur Radio: Scott Smith with Team Construction https://teamconstructionllc.net/

When somebody tells Steve he can’t do something, he focuses on helping facilitate a new mindset to realize that coming back and doing it over is the most productive method to introduce a new thing. If someone doesn’t think they can do something, there needs to be an environment that facilitates, “Okay, I can do that, I just have to learn how.” This mindset allows for a production of growth. There are optimists and there are people who wouldn’t be happy if you hung them with a new rope.

When I have a continuous improvement process that reinforces the abundance mentality. Then we can work toward conversations that facilitate, “If we could do that, what might we try?” This pursuit of the right question allows for an entire team to figure it out. Even if you are hard-wired to think the glass is half empty, you can still ask, if it weren’t what could you do? This type of questioning and mental development really outpowers the performance of a limited organization that is hamstrung by an outlook of scarcity.

 

Success Through Commitment

Sandler Trainers: Karl Schaphorst http://www.karlschaphorst.sandler.com/

Behind the Business: Jonathan Cardella https://www.getventive.com/

Entrepreneur Radio: Keith York https://executiveforumsidaho.com/

Success is an emotional feeling when you’ve done it, you’ve changed lives, you’ve helped create something in the community. A vast majority of people get their days done and shut off and repeat over and over again. They show up; they don’t work at it. Too often people’s behaviors start in resignation mode and allow them to shut off. This resignation of our attitude causes our technique to stagnate. Instead of trying new things or testing our skills we don’t have the energy to do things, so why bother? Our technique settles into reaction. Once this settles you create a limiting belief system that sabotages any thoughts or desires that you might otherwise have to do or try to do great things. Human potential is huge and the tragedy of human experience is that we leave without accessing it at all.

If we reverse the energy flow and focus on our behavior then we can facilitate people feeling because they’ve done something. Generally, people do because they feel—if you feel like today is an ordinary, lousy day your behavior is ordinary and lousy. When people control their behaviors based on attitude and your attitude tanks then it is really difficult to find success. Its important to identify the difficult things you should do and do them independent of your attitude.

No Guts, No Gain: Part One

 Sandler Trainers: Justin Stephens& Jim Stephens http://crossroads.sandler.com 

Behind the Business: Keith York https://executiveforumsidaho.com/

Entrepreneur Radio: Heath Van Patten http://nexthometreasurevalley.com/

People hold back and hope conflict gets better. But, conflict isn’t like wine. It doesn’t better with age. The faster you can resolve and approach the issue the less serious it will be in the long-term.


In our mind we have imprinted an image of what we think or who we think being assertive is. How do we see a difference between aggressive and assertive actions?


If you think about your feelings when someone’s trying to get you to do something


1. We can feel like they’re saying: “You need to do this” (Aggressive)


2. We can feel like they’re asking us a tough question that points us to what we know (Assertive)

Assertive people tend to help others uncover, but aggressive people find themselves more frequently.

No Guts, No Gain: Part Two

Sandler Trainers: Justin Stephens & Jim Stephens http://www.crossroads.sandler.com/


Behind The Business: Heath Van Patten http://www.nexthometreasurevalley.com


Entrepreneur Radio: Jonathan Cardella https://www.getventive.com/

Drama exists to avoid accountability. Karpman’s triangle - a victim – a rescuer – a persecutor are the three pieces of the Drama Triangle. This occurs in life because we aren’t always managing the tone and the content of what we say. Eric Byrne, the founder of Transactional Analysis is the OK Corral – he talks about how we feel in relationship to other people – I’m ok, you’re ok; I’m not ok, you’re not ok; I’m ok, you’re not ok; If you put someone on a pedestal, your happiness relies on them being happy and content. It’s not good for anyone. We all tend to fight for our position – the reason many people watch the news is that when you see how terrible other people’s lives are (flooding, fire, disasters, shooting, etc.) it makes us feel better about our own lives.

 

From Drama to Winner

 

Sandler Trainers: Marcus Cauchi & Jim Stephens

Behind the Business: Don Reiman

echelongroup.com donreimancfp.com

Entrepreneur Radio: Casey Betzold

snakerivershootingproducts.com

anterisalliance.com

tacticalsquirrel.com

 One of our pre-requisite engagements with Marcus Cauchi is to see his daughter prospecting and cold-calling. This video is Marcus’ 11 year old daughter doing a cold call. Jim and Marcus open with discussing prospecting and the importance of having a system. Ana’s advantage is that she’s having fun, she doesn’t know what she doesn’t know. All she needed to figure out what a structure for success is when trying to prospect.

 

The Other Side of Fear is Success

Sandler Trainers: Suzie Andrews and Jim Stephens http://www.starkassociates.sandler.com/

Behind The Business:   Todd and Elaine Damschen http://www.866411zapp.com/

Entrepreneur Radio: Don Reiman http://www.echelongroup.com/  http://www.donreimancfp.com/

Suzie’s original goal when joining the business with Ken Stark was to someday own it. When the rubber hit the road and Ken was ready to sell the business, Suzie faced a lot of fear over what she was going to do and why she was going to do it. She had to confront those issues that she was facing in order to weigh the other side of the outcome against the terror of change.

She used that fear as a motivator. Where am I? What do I want? What’s the worst that can happen? Is the value of the outcome worth the risks?

 

How to Turn a Medical Practice to a Raving Success the Sandler Way

Sandler Trainers: Donna Bak & Jim Stephens http://www.peaksalesperform.sandler.com/

Behind the Business: Jillaine St. Michel http://www.mobilechiropracticandwellness.com/

Entrepreneur Radio: Todd & Elaine Damschen http://www.866411zapp.com/

 

Dependent on the medical practice, there are certain industries (aesthetics) that lean toward cross-selling and up-selling, but the typical medical office prioritizes on customer care. For Donna, this book was a story about behavior. Donna regularly attended chamber events as it was part of her self-imposed key performance indicators (KPIs) that she measured in attempt to network and facilitate new client engagements through prospecting. Donna ran into an individual who was a CEO of an ortho practice. They met through a chance of fate mixed with pre-determined attempts and Donna found herself in a sales call with the practice.

The Intentional Sales Manager

Sandler Trainers: Patrick McManamon & Jim Stephens http://www.solutions.sandler.com/

Behind the Business: Janet Keller www.crossroads.sandler.com

Entrepreneur Radio: Toby Lyles www.twentyfoursound.com

Most people are in sales because they’ve got a certain swagger and a certain level of confidence. In a situation where the drama triangle might come into play the manager may start as persecutor and the individual may be the victim, until the script is flipped. These locations on the drama triangle can rotate as a manager is trying to be intentional, but winging the exchange which may overcomplicate and cause issues in the exchange. The key to avoid the drama is to continuously practice and learn to ask questions. Questions pull individuals into the adult ego state when they respond.

 

What are They Fixing To Do At the Meat Counter?

Sandler Trainers: Joe Marr & Jim Stephens www.joemarr.sandler.com

Behind The Business: Karissa Patterson

https://www.facebook.com/buttonbabeshouseholdservices/

Entrepreneur Radio: Janet Keller

www.crossroads.sandler.com janet.keller@sandler.com

We want to try and be a click more skeptical of their position in order to facilitate their exploration of the engagement by putting the onus on them to examine and explain why the conversation is taking place. We don’t want to shove people away, but we want to facilitate the conversation and become strategic partners with all the clients and collaborative individuals that we work with.

Five Areas of Focus for a Small Business Owner

Sandler Trainers: Peter Oliver & Jim Stephens http://www.salefish.sandler.com/

Behind The Business: Casey Betzold http://snakerivershootingproducts.com/

 https://www.anterisalliance.com

 https://www.tacticalsquirrel.com/

Entrepreneur Radio: Karissa Patterson

https://www.facebook.com/buttonbabeshouseholdservices/

Top five objectives for creating horse-power as a small business owner.

1.Template your Sales Process

2.Make Sure Your Goals Map to Your Daily/Weekly/Monthly Actions

3.Proactive Business Development

4.Track It with Consistency

5.Getting Unstuck from Tradition

 

Creating Your Quick-list

Sandler Trainers: Mark McGraw & Jim Stephens http://www.salesengine.sandler.com/

Behind The Business: Jim Johnson http://pronationtherapy.com/

Entrepreneur Radio: Kimball Lundahl https://healthyhabitsmc.com

What are the three things that an individual has to do to effectively strategize for vision planning.

1.The awareness that you have a problem or a limitation.

2.Just because you know that there is an exit ramp coming up that will take you to your destination faster and you become aware of that exit ramp, you need to have one technique that you can deploy in time of need to be able to do what you need to do.

3.You need five seconds of guts

Traps: Hope, Comfort, Reliance

Sandler Trainers: Mike Jones & Jim Stephens www.therubygroup.sandler.com

Behind the Business: Nathan Barry www.convertkit.com

Entrepreneur Radio: Linder Jones www.studiolinder.com

There are internal shifts that we need to make in order to get those external things that we are after. It is not a waiting game between you and the world delivering to you what you want. The situations in our life are set up way before the event takes place and good execution toward success involves being aware and using that awareness to practice for the moment of action in order to be able to activate your courage, rather than discover it. Programmed Self-Limiting Beliefs Fall Prey to traps like

1.Hope

2.Comfort

3.Reliance

Change the Sandler Way

Sandler Trainers: Michele McManamon & Jim Stephens www.solutions.sandler.com

Entrepreneur Radio: Jim Johnson pro-nation.com

Communication is understanding the communication pie. Most people aren’t listening to the words that you’re saying, they’re watching you. It’s not what you said, it’s how you said it. Spoken words are a small percentage, our tone is 38% of our meaning, and our body language ends up being 55% of what people are seeing and understanding.

Once you begin to recognize that, and recognize how you communicate best, then you can begin to train yourself to mirror proper and effective communication.

Brickwalls and Jellyfish

Join Sandler Trainers Joan Stephens and Jim Stephens as they talk about the role customer service plays in an organization and how to use the opportunities presented when it comes to customer service.

Entrepreneur Radio: T.J. Hofhines with Dead-On Archery deadonarchery.com

Behind the Business: Kimball Lundahl with Healthy Habits Medical Business Consultants healthyhabitsmc.com

Taking Out the Head Trash

Sandler Trainers: Scott Bailey & Jim Stephens talk with us about how to use negative reverse selling. They also talk about how to stop head trash from keeping you down.

Behind the Business: Mike Howard with Grade Power Learning gradepowermeridian.com

Entrepreneur Radio: Krisjan Hiner stackrockgroup.com

RECON for Cesar

Sandler Trainers: Al Simon & Jim Stephens http://www.simoninc.sandler.com/

Behind The Business: Josh Goff with Josh Goff Construction https://www.facebook.com/JoshGoffConstruction/

Entrepreneur Radio: Nathan Barry with Convert Kit https://convertkit.com/

Join Jim Stephens as he interviews Al Simon who talks about the four most important meetings to have a pre-call plan set for. Those meetings are the initial discovery call, the second meeting or the close for the next step meeting, and the client review. Learn how to evaluate and consider whether you are doing pre-call planning well for prospects, clients, or even with teammates. Consider whether you should practice or whether you should simply implement strategies that allow you to do pre-call planning. Always begin with the end in mind.

BulletProof Sales Outlook

Join Sandler Trainer Jim Stephens and Guest Sandler Trainer Brett Baker to talk about strengthening your personal resolution to seek out the no and confront the elephants in the room. www.trustpoint.sandler.com

Behind the Business: Dave Grigsby with Zero Rez www.zerorezboise.com

Entrepreneur Radio: Sheryl Scott with Nerium www. fiercepreneur.com

Being Bootstrap Salesperson

Join Jim Stephens and Bill Morrison as they discuss the stories that have helped Bill become successful in the Sandler world and what you can do to harness stories for success. www.switzerland.sandler.com

Behind the Busines: Krisjan Hiner with Stackrock www.stackrockgroup.com

Entrepreneur Radio: Troy Richmond with richmondsolutions.org

Why Salespeople Fail

Join Jim Stephens and Justin Stephens talking about the common failures sales people fall into when they don't prioritize their customers' needs

Behind the Business: Nathan Barry with Convert Kit convertkit.com/

Entrepreneur Radio: John Davis with Dowdy's Automotive www.dowdysauto.com

Change the Sandler Way

Sandler Trainers: Hamish Knox & Jim Stephens
Behind the Business: Eric Fredriksen with Fredriksen Health Insurance
Entrepreneur Radio: Lorie Forbus with Above and Beyond Clean

Your Habit Quest

Sandler Trainer: Rochelle Carrington

Behind the Business: Camille Olson with The Design House Inc

Entrepreneur Radio: Sterling Mortensen and Lorna Johnson with SPOT International Services

Assessment Secrets

Sandler Trainer: Jim Stephens and Darby Fazekas with the Divine Group

Behind the Business: John Davis with 43rd State Holdings www.dowdysauto.com

Entrepreneur Radio: Jeremy Miller with BNI

Turbo Charge your Goals

Sandler Trainer: Bob Waks
Entrepreneur Radio: Eric Fredriksen with Fredriksen Health Insurance
Behind the Business: Sheryl Scott with Nerium

Developing a Clear Future

Sandler Trainer - Rochelle Carrington
Behind the Business - Susan Graham with Senior Edge Legal
Entrepreneur Radio - Juniper Cooper with Juniper Realty Group

Re-train Your Brain

Sandler Trainer: Jim Stephens & Dan Stalp
Behind the Business: Sterling Mortensen & Lorna Johnson with SPOT International Services
Entrepreneur Radio: Lorie Forbus with Sense of Style

Understanding Identity/Role

Sandler Trainer: Jeff Schneider
Entrepreneur Radio: Susan Graham with Senior Edge Legal
Behind the Business: Dennis Johnson with United Heritage Insurance

Prospect: A Primary Priority

Sandler Trainer: Steve Taback
Entrepreneur Radio: Lori Fascillia with Giraffe laugh
Behind the Business: Bev Williamson with Williamson Winery and Orchard

The Art of Persuasion

Special Guest: Dave Lakhani with Bold Approaches
Entrepreneur Radio: Don Reiman with Echelon Group
Behind the Business: Michael Oswald with InnovaCounsel LLP