Attitude

In this new episode of our podcast, we're honored to have the incredible Robin Green, a seasoned Sandler trainer from Richmond, VA.

Mike Montague interviews Alison Escalante on How to Succeed Under Pressure.

Mike Montague interviews Dre “DreAllDay” Baldwin on How to Succeed at Working on Your Game.

Mike Montague interviews Ryan Bennett on How to Succeed at Creating an Intentional Day.

Mike Montague interviews Michael Coles on How to Succeed at Getting Tough.

As a sales leader, there’s a simple way to help the salesperson check their beliefs when they are potentially getting in the way (head trash).

The programmed patterns that we have transcend our roles in life. It's not something that you only do at work; this happens at home too. Contemplate a situation which causes you to react regularly in the same way:

What's the situation, what do I think about it, how does that make me feel, and what do I do.

We've adapted patterns, or scripts, for dealing with stressful situations and this began in childhood. Since we learn them under stress, we adhere rigidly to them. This means that we might notice the patterns we follow in ourselves or our people more under stress. The reality, we can't coach anyone to train anything if we don't know its origin. If its rooted in behavior associated with programming then it will be more difficult to change than if it is simply a problem from a lack of process.

Thought produces feeling. Feeling produces action. Action produces belief. A new programming that we write for ourselves requires confronting and understanding the truth. If you need help with coaching yourself or your team check out my reminder lists on take aways for managing your emotions and your teams behaviors.

David Sandler left us with a lot of rules about Behavior, Attitude, and Technique. In our success triangle we see these three components as integral to experiencing consistency when taking action and successful implementation. These rules are short and sweet and if you've got five minutes, you should read them.

Let me know which speaks loudest to you at Jim.Stephens@sandler.com

If you were independently wealthy and did not need the business of others then when it came to building business relationships, how would you act? Likely, you’d spend a lot of time qualifying the relationship. You’d give yourself permission to ask questions to discover whether you were exploring an ideal fit or if there were warning signs that the engagement might fall well short of the ideal.

Every day I profess some version of this to myself in an affirmation. I am independently wealthy, and I don’t need the business. Understand, though, that the thing which I am outlying to affirm for myself is the very language that sabotages my efforts when qualifying a relationship. To profess is to carry the chance of insincerity and to use a negative statement is to remind my brain that the opposite might likely be true. Which is that I may in fact need the business. So how do we break out of this double bind and use language to affirm beliefs?

Read my article this week on the value of believing vs. affirming and better strategies to know what is valuable for you and your business.

Most people underestimate the power of first impressions. We often don’t think of who we might bump into or what role that person you just met could have in your future. If you knew that you were meeting someone who was going to loan you a quarter of a million dollars or invest in your firm, what extra preparations would you make to insure that you don’t blow the opportunity?

Rodney Dangerfield built his comic career on a signature tagline: “I get no respect.”  Unfortunately, there are far too many salespeople who suffer from the Dangerfield syndrome – either they feel they get no respect or, worse, they act that way.  They walk around with sullen expressions and a woe-is-me outlook.  They are selling sympathy rather than solutions.  If we are describing you, study this carefully.  Hold your head high and reflect the pride of your profession.  Selling is a great field.  It has advantages that few other careers can claim.

Day in and day out, sellers are inundated with sales tips, new technologies, and industry updates. It’s easy to get caught up in the newest trends and forget about the basics. Today, I’ve outlined five simple tasks that salespeople can perform to improve their daily efficiency and make them more effective.

Jim talks about intrusive, slimy salesmen and how to differentiate yourself and help your prospects get out of the "buyer-seller dance"