Fatal errors and results

Sep 23, 2015 / 5:00 am
Successful sales managers are leaders. Knowing how to inspire, motivate, coach and hold sales people accountable for their behavior is the foundation for improving sales. Skill sets for success as a sales manager are not the same as skill sets for successful sales people. In some cases it’s...

Avoid judgmental messages

Sep 9, 2015 / 5:00 am
Did you ever have a conversation with a prospect who suddenly, and for no apparent reason, became unreceptive to perfectly good advice? It happens to many salespeople. Shortly after we offer advice or insights rooted from deep personal and organizational experience, to be technically correct, we...

Agree to ask questions

Aug 26, 2015 / 5:00 am
The STORY: I think, said Janet to herself, that I just figured out a solution to my problem of letting the prospect run the meeting. With that thought in mind, she got out of her car and walked into the office building. Her first face-to-face with Harry Whitland, the CEO of Whitland &...

New way to prospect

Aug 12, 2015 / 5:00 am
Frustrated with prospect calls but want new business? If you don't have a process for these calls, perhaps now is the time to adopt one that works... Does your typical prospecting phone calls sounds something like this? "We've helped our clients (X, Y, and Z) to deliver...

Are you prepared?

Jul 15, 2015 / 5:00 am
All too frequently, sales people schedule appointments and then forget about them until the day before the scheduled dates. Do you? Is preparation a last minute activity often consisting of nothing more than a quick review of the notes from the original phone conversations when the appointments...

Active listening

Jul 1, 2015 / 5:00 am
Has this ever happened to you? You had an initial meeting with a prospect. You asked that prospect what seemed to be all the right questions. You had what felt to you like a good conversation, and based on that conversation, you scheduled the next meeting. You sat down at your computer. You...

Money issues first

Jun 17, 2015 / 5:00 am
So your prospect asks you for a proposal so she can get budget approved, what do you do? On one hand it sounds really positive. Your prospect wants to get budget approval. On the other hand it’s going to require a lot of your time to prepare a proposal. She may not get budget approval....

Penetrate the smokescreen

May 20, 2015 / 5:00 am
Has this ever happened to you? You’re in the middle of your second or third “good discussion” with a prospect. Everything’s going great. The prospect seems engaged and positively disposed to work with you. The prospect poses an innocent-sounding question: “Say, how...

Sales Poodle wanted

May 6, 2015 / 5:00 am
Do you have a customer or prospect who treats you like a some sort of Sales Poodle? A Sales Poodle believes that his job is to satisfy the customer. The customer is king is a core belief of the Sales Poodle. When push comes to shove, the Sales Poodle acts in a manner that reinforces the...

Do you dare to dream?

Apr 22, 2015 / 5:00 am
I have never been able to understand why some people can only see as far ahead as the end of the current day. Instead of aiming for long term goals, they just wallow in their everyday problems. Sure, the job of running a business, selling, and hanging on to your clients day-to-day can be a full...

Customer retention

Apr 8, 2015 / 5:00 am
It’s a generally accepted notion that acquiring a new customer is more expensive than retaining an existing customer. Add to that fact a sluggish economy where businesses are scrutinizing budgets and considering alternative suppliers, and it’s easy to understand why it’s...

Stay out of sales limbo!

Mar 25, 2015 / 5:00 am
Have you ever had a series of good meetings with a prospect … gathered all kinds of information … and given what you thought was a great presentation … only to receive a response like, “Let me think about it”? Or, “I have to share all of this with my...

Arrogance sank the Titanic

Mar 11, 2015 / 5:00 am
"Captain, Titanic – Westbound steamers report icebergs and field ice in 42 degrees North from 49 degrees to 51 degrees West, April 12. Compliments, Barr." The message was delivered to Captain Smith on the RMS Titanic who made no alteration to his course. When a second warning...

Are you asking the right questions?

Feb 25, 2015 / 5:00 am
Have you ever had this happen to you? You are in the middle of your second or third good discussion with a prospect and everything seems to be going great. The prospect seems engaged and happy to work with you. Then prospect poses an innocent sounding question, "So, how big is your...

Don't tolerate weak links

Feb 11, 2015 / 5:00 am
When business is slow, weak sales reps can be more easily exposed. But if your company is doing well presently, you may have salespeople who appear to be stronger than they really are. No matter how well your team performs as a whole, it’s important to be able to find the team’s weak...

Service fit makes happy employees

Jan 28, 2015 / 5:00 am
Finding the right employees for the front lines of your company is key to developing a great service attitude within your company. It is just as important as hiring the right accountant, manager, salesperson or CEO. In fact, it may be more important, as customer-facing employees have the power to...

Is this service?

Jan 14, 2015 / 5:00 am
Recently, I came across a letter of complaint to the head of a huge international furniture organization from a dad buying his daughter a bed. He had ordered over the internet, followed instructions and the wrong parts had been delivered. When he called the ‘helpline’, a recording told...

Salesperson's failures

Dec 31, 2014 / 5:00 am
Can we as sales managers take credit for our salespeople’s success? How about their failures? Gather a group of sales managers and the conversation inevitably turns to their people; their A performers, B performers, and C performers. Which group do you think demands most of their...

Managing your sales team

Dec 17, 2014 / 5:00 am
Managing a sales team can be quite a challenge. Harnessing individual personality preferences and getting everyone focused on the same goals, moving at the same pace, and working in collaboration to develop business opportunities is a major (and some would say impossible) undertaking. To...

Before you cut your price

Dec 3, 2014 / 5:00 am
When you cut a deal to get the business there are consequences. How far are you willing to go to close a sale? More importantly, have you debriefed what led you to drop your price in the negotiation? Was it worth it? Before you let price be the deciding factor of a sale again, review the facts...

Be quiet already!

Nov 19, 2014 / 5:00 am
No, you’re not crazy. There really are voices in your head. Voices that keep you from doing what you need to do during your customer care calls. It can be the voice of your teachers, your parents, your piano teacher, or your hockey coach. Voices which have now become your own voice,...

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...
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.


[email protected]

The views expressed are strictly those of the author and not necessarily those of Castanet. Castanet does not warrant the contents.