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Sales Meeting Minute

Are you dealing with difficult customers?

Oct 3, 2014 / 5:00 am

Wednesday mornings are tough enough without our most annoying client calling in with the usual simple problem that he is over-reacting to. We sigh and answer the phone - all while making the facial gestures of a person eating oysters for the first time in their life. WHY does that client seem to...

Manage your behaviour

Sep 2, 2014 / 5:00 am

You can’t manage what you can’t control! You can’t manage the number of sales you’re going to make but you can manage the behaviour that will help you make those sales. Obviously you can’t predict who will buy and who won’t because only the prospect knows if...

The rewards of listening

Aug 1, 2014 / 5:00 am

Eighty percent of our success in learning from other people is based on how well we listen. Other people’s experience can be enormously helpful. With it we can often overcome time restraints and lack of training. But this expertise can only be helpful if used. Most people, mainly because...

Buyer motivation

Jul 1, 2014 / 5:00 am

David Sandler’s search for knowledge about why and how people buy coincided with the Transactional Analysis (TA) movement in psychology. TA theory defines three ego states that influence our behavior—the Parent, the Adult, and the Child. Think of these ego states as internal tape...

Don't burn your bridges

May 26, 2014 / 5:00 am

"Don't burn your bridges" reminds you to make sure that you can always go back the way you came. Perhaps to get a reference or a referral from a former prospect, or maybe even go back to work for a company with whom you once worked. This can be good and practical advice. In business...

Time spent prospecting

Apr 17, 2014 / 5:00 am

How much time should you put into prospecting? The question is a bit of a puzzle. Ideally, there would be a reference book that lists, by industry, how much time you should invest in prospecting activities. Unfortunately, there’s no reference book. Why? How much time you invest...

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...

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...
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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




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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.




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