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Sandler Training | Chicago & Northbrook, IL

Jody Williamson

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.

I read a stat one time that said that NFL players spent a 15:1 ratio of time in practice versus game time. I do know, form watching and playing golf, that Tiger and Phil and Jordan Spieth all practice. All the players do a lot more practice than they do playing in the round. The average player will hit 15 drives in an 18-hole round. Yet how many do they hit off the practice tee? The average person's going to putt maybe 30 times a round. How many putts do they hit prior to the round?

I sent Chicago area salespeople a message this week on one of the principles in my book called ‘Embrace Deliberate Practice’. It's really about any skill that you're going to develop requiring multiple repetitions to get good at it. The analogy I gave to your salespeople, I'll repeat here.

Think back to when you were in school. The GPA you had was really important. It was something you looked at, something people talked about, and the school would even talk to your parents about it. Your friends talked about it, and it became the focus for many students.
Let's fast forward to today as a sales manager, when you're talking to salespeople. Are you asking about their GPA?

As a Chicago sales manager I want to share a thought with you.
“No involvement equals no commitment.”

There's a term in Sandler called WIMP junction. You may have heard of the term before as a Chicago sales professional, but the overall definition we coach in our sales training programs is there's a place in your sales process where you could wimp. This junction would be one road leading you down into the prospect system, and the other going into your own selling system.

Juan’s sales numbers for the quarter were sharply down; lately, he felt he was struggling with his prospecting. He asked his manager Anita for help.

“There’s a lot we can talk about when it comes to prospecting,” Anita said. “But let’s start with the simplest question first. Are you asking your current clients for referrals?”