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Sandler Training | Chicago & Northbrook, IL

Jody Williamson

We are officially in ‘call after the holidays’ mode! I imagine a secret email or memo that goes out to all the prospects that you may call on and they don't tell you about this memo because it's top secret. It basically says:

“Hey, now until January 2nd, you can use ‘call me after the holidays’ as your blow-off to salespeople” I have a pretty good indication based on my spies that this secret memo does exist somewhere.

 

In today’s blog I want to talk about the ‘how-to’s' around Adult-to-Adult selling, so you have a better framework for what you can do to counteract the parent-child relationship of the traditional sales model, and you feel a little more confident on what you can do to push back.

As a sales manager, I'm sure you've experienced going on a joint call with a salesperson and having it not really planned out like it could have been. Or debriefing a call that you weren't on but still realizing that just the planning didn't go in place like it should.

In today's blog, I wanted to share with you the concept of the cookbook. It's really a tool for accountability and behavior. I want you to know a little bit more about what a cookbook is and what some of the elements are, so you have a better framework on how to measure your regular behavior, and so you feel more confident in the activities you're taking.

I'd like to share with you the BAT triangle. Behavior, Attitude, Technique.

This is an effective way to diagnose some of your improvements as a salesperson.

I've always loved this tool and this kind of thinking process, and I have the really simple version here. But if you've seen the more expanded version with all the different triangles coming off of it, it gives you much more detail.

A bit of a different topic in todays blog. I'm talking about MEDS! Something about five years ago I started focusing on.

Have you had your sales people blowing smoke at you as to how well they're working their current accounts?
They say they have multiple contacts, but they have a case of OCD? I have OCD. But many sales people have another form of it.

One Contact Disorder.

I want to share with you a concept that can transform the way salespeople really view their future and their growth.

Typically people will say, "Okay, I want to grow 10% (Or 15%. Or 5%) next year."

Great!

But that's not motivating enough. It's just this incremental number.

I'd like to share with you one of the “slight-edge” manager’s strategies.

Debriefing.

You've heard the concept before (debriefing a sales call) but I want to give you a couple specifics today that are the best practices that lead to more effective debriefing.

Quick topic today, just a short blog on a concept I want you to consider. That is the word “customer” versus the word “client”.