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Sandler Training | Chicago & Northbrook, IL


Why is it that so many salespeople start their selling careers with a great deal of enthusiasm—truly motivated to grow, to succeed, and to advance their careers—and then, somewhere along the way, the motivation fades, and the “career” becomes little more than a job…a way to make a living?

After months of trying, Milt had finally obtained an appointment with Walt, the CEO of BigCorp. Milt was looking forward to meeting with Walt and asking all the questions he had carefully prepared in order to qualify this opportunity. He arrived at the appointment on time … but before he could even ask his first question, Walt barked: “OK, it’s a busy morning, and we’ve only got ten minutes. Show me whatcha got.”

How are arson investigators able to sort through the rubble of a burned out building and pinpoint the source of ignition and the path of the fire?

How are National Transportation Safety Board investigators able to examine the vast debris of a plane crash and determine the cause of the crash?

Betty’s quarterly numbers were low. Her manager, Milt, asked her to do some role-plays so they could identify potential areas for improvement. They spent about 20 minutes roleplaying through various scenarios – at which point Milt called a time-out and asked, “Betty, do you realize you’re positioning us in exactly the same way with every person to whom you speak?”

Have you ever tried to motivate yourself to start a task? Did you conjure up all sorts of means, but after all the conjuring, nothing changed? You were still stuck. Except, you were also feeling guilty about having wasted more time without getting any closer to the accomplishment you were after.

Ken’s closing ratio had been the lowest on the team for four months running. Juanita, his manager, asked him to meet with her privately so they could figure out, together, what the possible obstacles to better performance might be.

Have you been tempted to offer discounted prices or fees in an attempt to win the business? Cutting the price to win the business is a strategy that has the potential to do more harm than good.

Fulfilling your plan comes down to prioritizing what you can and cannot make time for. Before we can talk about what you might start saying “no” to, let’s talk about what you should be saying “yes” to.

Milt had missed his sales quota for three straight quarters. Maria, his new sales manager, had tried to get Milt’s previous manager, Bob, to share his thoughts on why Milt was consistently failing to hit his targets. Bob’s answer was direct: “The guy just flat-out doesn’t care about hitting quota. He’s not cut out for sales anymore. He used to be committed. Now he’s lost interest.S enior management is giving him one more shot. If he can’t cut it this quarter, with you, the plan is to let him go. This is Milt’s moment of truth.”