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Sandler Training | Chicago & Northbrook, IL

Jody Williamson

Do you have a defined selling system? There’s a number of them that you can use. Of course, I'm biased to Sandler. I think it's the best process and system out there. But any system is only as good as you apply it.
The challenge can be when using and adapting the submarine to different sales situations. In the average sales conversation, you can use the submarine in order. Sometimes the pushback is "Well, that doesn't apply to my industry. It doesn't apply to what I sell."

One of my observations in the many years of coaching salespeople (and actually coaching myself), is that it's possible in the buyer-seller dance to fall into the category of being either too nurturing or too firm in your approach. Neither one of them is good.

Have you ever thought about how your environment affects your mindset, your behaviors, and your results? If you change your environment, you change your results and ultimately change your life. The challenge is, if you stay in the same environment for too long (especially if the environment is less than positive) you can find yourself ineffective in many different critical areas.

When you’re calling on the cast of characters in your sales process, you’re going to have multiple people involved. Multiple decision makers.
It’s key to have a better understanding of the different types of decision makers and their equally different buying motivations.

You've probably gotten a little too excited in the sales process before. You’ve gotten emotionally involved. Kind of like a Chris Farley in Tommy Boy, where he gets excited, doesn't think straight, and does his whole Tommy Boy thing.

Sometimes in the sales process, this can look like something we like to call Premature Presentation Syndrome.

I would imagine you've had deals that stalled out or are currently stalled in your pipeline. You're still trying figure out what’s going on. What is the problem?
Or you lost a deal and there's that mystery, where did it go sideways? What happened here?
The Sandler Submarine is central to our selling system. It’s power to transform your entire sales career is there, but it can also be used a diagnostic tool.

After many years in coaching I've discovered that, if you’re not dealing with terms and conditions in the beginning of the sales process (bringing up payment and investing in your solution from the prospect's perspective), it can be a really big problem.

This blog article is about getting to the right decision maker. Why is this an important topic? If you've been in sales for any longer than five minutes, you have certainly experienced a situation where the person you're meeting with or calling on is not the right person. That or they're only part of the process and you're not getting to the right people who make the decisions you need.

I saw a speaker recently talking about millennials and generation Z. The speaker was more from the baby boomer generation, and they were talking disparagingly about these two groups. They were using all these stereotypes about millennials and Gen Z’s that seem to be perpetuated in the media and repeated by a lot of people.

In today’s blog I’d like to touch on something that is common in Sandler, and that is Pattern Interrupts. How is your pattern interrupt?