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Praxis Growth Advisors, Inc. | Hanover, MA

Eric Warner

When we give buyers permission to get into our head, we can’t do our job as sales professionals effectively. If we allow ourselves to become emotionally involved in a discussion with a buyer, we give that buyer control over us. If a buyer tries to manipulate us, and succeeds, that’s not on the buyer. It’s on us!

Try, Need to, and Can’t. These are three words that any sales coach worth their salt will not allow to pass during a coaching conversation without probing. Why? Because these words are almost always code for a salesperson doing what salespeople do best, influencing their managers and coaches to let them slide.

Fourth quarter can bring extra stress to sales teams. Here are three ways to avoid end of the year stress and burnout.

Have you ever been on a sales call and get the sense that the other person has checked out of the discussion? We’ve all been there. Don’t fail into the prospect’s trap and help them end the meeting! Now is the time to follow the Sandler Rule, “If you feel it, say it.” Here’s how to uncover their issues.

If you have salespeople, chances are they have sat through quite a few of your virtual sales training meetings. The salespeople we work with tell us their top 3 complaints about virtual sales training meetings are that: A) They’re often disappointed they don’t learn anything new. B) They get bored on the calls as the training is not interactive enough and C) They feel like it’s hard to retain the material because it’s only presented to them once, but not reinforced in the future.

As a sales leader, be on the lookout for the words “what if” from your salespeople. It can be a sure sign that the next thing out of their mouth will be head trash. Become an excellent head trash removal sales manager and your team will sell a LOT more, in trying times and in good times.

If you’re Sandler-trained, chances are, you and your team (and perhaps even your family), already use DISC day-to-day to improve your communication and how you adapt to one another. If your assessments haven’t been reviewed in a while, now might be a important time to review them to remind your team to be mindful of overuse, and also to be on the lookout for customers and family members who are overusing their DISC styles. And remember, one caution, when we adapt away from our natural style(s), it takes a lot of mental calories. Be prepared to be a little mentally worn out from adapting. But if you are worn out, you’ll know you’re doing it right.

We sometimes forget that Sandler’s Up-Front Contract is not only a tool to run a prospecting or sales call, but ANY business or personal interaction you may have. We would encourage you to remind your team to practice using UFC’s in their personal life right now, as well as with customers on non-selling calls

 

How often do you debrief each of your teams' calls together? Not just the big ones, but every one.

Goals and plans without action are just words on a page. But where should we start? What action will you need to unlock that will really drive personal performance? What’s the most important behavior that will help you hit your goals? When you really think about it, goals are created to establish new habits, and habits are ingrained behaviors.