Wednesday, April 16th8.2°C
20923
20426
Sales Meeting Minute

Achieve your resolutions

Feb 20, 2014 / 5:00 am

Early into the New Year, year after year, many of us make promises to instill change in our personal lives. Whether it’s an effort to exercise more or read a book every month, it seems like just about everyone thinks about their individual goals and makes at least one of these...

Are you ready?

Jan 16, 2014 / 5:00 am

It’s over and as you assess 2013 and begin the New Year I trust you are filled with optimism and goals for building your company to the next level of success. It’s been an interesting year and I am thrilled to be working with companies that have planned their future with vision and...

A time to sell...a time to tell

Dec 15, 2013 / 5:00 am

Salespeople attend networking events with the objective of finding potential customers. Many, however, are ill-prepared for the task. They don’t have a planned strategy to properly develop opportunities they might uncover. The result? As soon as someone shows an interest in the...

The close

Nov 12, 2013 / 5:00 am

What are we ultimately trying to create with a prospect or customer? I believe it is credibility and trust. In every buying situation, the prospect will consciously or unconsciously conduct a credibility debrief. They will determine if you have the belief in your product and in the solution you...

Customers are always prospects!

Oct 17, 2013 / 5:00 am

Good customers should never stop being great prospects. However, sometimes having a great customer is a deterrent to building your business. I’m not suggesting you not have great personal relationship with a client but have you ever found yourself not wanting to rock the boat? Or maybe you...

Ancora Imparo

Sep 17, 2013 / 5:00 am

At the age of 86, Michelangelo said these words. Translation: “Still, I am learning.” The world of professional sales is often misunderstood by those who have not worked in the day-to-day competitive world of business development. Many think it’s all about being the gregarious,...

Who wrote this script?

Jul 23, 2013 / 5:00 am

You have an inventory to take, a phone call to make, and a report to write. But instead of diving in and getting the tasks completed, you put them off. “I’ll get to them soon,” you tell yourself. But your definition of “soon” and Webster’s definition have little...
21640


You don't have to love prospecting

Jun 23, 2013 / 5:00 am

When you ask a salesperson what makes them so successful, their response is that they never stop prospecting. Knowing how to prospect effectively is truly the lifeblood of sales. Yet, so many sales professionals overlook the crucial element of having a prospecting plan. With a plan to follow, you...

Will tomorrow be a replay of today?

May 27, 2013 / 5:00 am

Will Tomorrow Be a Replay of Today? Most salespeople want a brighter tomorrow. They want more opportunity, more customers, more business, and of course, more commission. Fortunately, there are numerous things they can do to ensure a brighter tomorrow. So, why aren’t they doing...

Knocking the competition

May 13, 2013 / 5:00 am

When you hear about your competition falling down on the job and providing poor service, isn't it tempting to want to tell everyone on your prospect list? Most sales people agree that you don't knock your competition, but some how sales people keep doing it, and even get dragged into it...

Success through failure

Apr 29, 2013 / 5:00 am

Have you ever lost a sale? Did you take it personally and walk around thinking and feeling like a failure for awhile? The bad news is that failures will probably continue to happen in your life. The good news is that you can choose to see your failures as opportunities from which to...

You'll never eliminate rejection

Apr 15, 2013 / 5:00 am

There’s no getting around it…rejection is part of the selling experience. Not every prospect you contact will want to talk to you. Not all of those who do talk to you will have enough interest in your product or service to grant you an appointment. Not all of those who do grant...

When under attack...fall back

Apr 1, 2013 / 6:00 am

In The Art of War, Sun-tzu wrote, "The best victory is when the opponent surrenders of its own accord before there are any actual hostilities…It is best to win without fighting." The same holds true in the "art of sales." Even though the prospect is not always right, he...

Setting the course

Mar 18, 2013 / 5:00 am

I would like to begin this week’s column by paying my respects to Donald Robichaud from Floodlight Consulting. Don gave so much to Kelowna and will be missed by many of us who came to know and admire him. As a fellow Castanet business columnist I will miss reading his great columns. My...

Success: is it dangerous?

Mar 4, 2013 / 5:00 am

One of the most dangerous parts of the selling process is just after successfully closing a large order for a major account or after a record month of successful sales. David Sandler used to recall a story about Wally Weakcloser. After one of those incredible months when Wally closed ten for ten,...

Cold calling in the New Year

Feb 18, 2013 / 5:00 am

You may have noticed RECEIVING more sales cold calls early in the New Year than you do the rest of the year? Why? Sales people are mentally rested and "re-energized", and thus up to prospecting (for now). Similar to the many health and fitness goals we aspire to do in the New...

Who is the REAL sales person?

Feb 4, 2013 / 5:00 am

There are many who believe that SELLING means persuading someone to buy something. If they wanted what was being sold that just made the persuasion a little easier. They still needed to wrestle them to the ground like a cowboy fighting a steer at branding time; wrestle them, brand them and...

Time for a makeover: Part 2

Jan 21, 2013 / 5:00 am

Click here to read Time for a makeover: Part 1 Without an analysis of sales behaviours, fearful business people become reactionary. They look for quick fixes. They hear something at an association meeting and they jump on it. They experience the whiplash effect and they wonder why...

Time for a makeover: Part 1

Jan 7, 2013 / 5:00 am

There is a Chinese blessing that says, may you live in interesting times. Depending on your attitude, you’ll determine how interesting those times are. Attitude is so much about what we do. It’s also about what we know versus what we believe. We sometimes believe the things we hear...

Correcting and adjusting

Jan 7, 2013 / 5:00 am

The key to success is getting on with your plan. Have you ever recognized these issues. 1. Using the same tactic all the time. Continuing to do things the way you’ve always done them even when they don’t work and expecting different results. This is the definition of...
20759


About the Author

John Glennon is an authorized licensee of Sandler TrainingSM in the Interior of British Columbia.

John is an accomplished sales person and manager with over 17 years sales and sales management experience. Beginning in sales in 1990 as a sales representative, he progressed to territory manager, sales manager, division manager and national sales and marketing manager roles throughout his career.

In 1997, John became a student of the Sandler Selling System. This introduction changed his sales career and over time propelled John and his career to new heights.

Successful in accelerating growth through strategic leadership, John knows firsthand the value of a sales training approach that follows a learning philosophy of ongoing reinforcement. He is experienced in driving the behaviours, attitudes and techniques required of an effective sales team.

Sandler Training is offered on a regular basis from their Kelowna, BC training center and through innovative distance learning programs to the rest of the BC Interior.

www.glennon.sandler.com




[email protected]
1-866-645-2047




20880


The views expressed are strictly those of the author and not necessarily those of Castanet. Castanet presents its columns "as is" and does not warrant the contents.



21604
RSS this page.
(Click for RSS instructions.)
21188