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Sandler Training | Chicago & Northbrook, IL

Jody Williamson

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?

This blog post is geared specifically to you as a sales manager.
This week, if your salespeople are on our video tips, I sent out a message on this topic. I want to give you the management perspective on it, and cover some of the same information as it relates to you. If your salespeople aren't on our video tips, they can sign up with this link (as well as yourself).

It's summer, and I hope you’ve gotten to be outside and enjoy the weather. I have too, but I'm going back in the office in a bit, so I'm not playing hooky.
But are you playing hooky?
Summer doldrums have kicked in and I've seen many salespeople start checking out a bit.

In this weeks blog article, I wanted to touch on a game-changing mindset shift that every chicago sales professional should adopt. That is the mindset of using Up-Front Contracts as an attitude, rather than a technique.

Quick post today, but an important one. One of the top challenge’s professional sellers face is rejection. I see it every day. The research and the testing show this. Rejection, recovering from rejection, avoiding rejection and dealing with rejection, is one of the top factors every sales person copes with. They deal with it their entire career.

I saw a stat a few years ago that 23% of what you need to find out about a sales candidate, to determine if they're going to work out or not, is based on the actual interview you have with them. 77% of what you need to find out about that salesperson is not easily observable in an interview. It's their history, their resume, their references, their fit with you culturally, etc.

Short article this week.
One of the great things about selling and being in the field of sales is how you get to control your own destiny.

When dealing with your prospects and after you’ve qualified them all the way to the budget step in the Sandler Selling System, are you having that conversation about the cost of changing suppliers?

Let's say today you go home, you walk in the house and your spouse is in the kitchen. You haven’t seen your spouse all day and you walk into the kitchen and don’t say a word. You just sit on the other side of the kitchen at the kitchen counter. Or you go up to your bedroom, get changed, and you don't say anything to your spouse.