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...
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...
You'll never eliminate rejection
Apr 15, 2013 / 5:00 am
There’s no getting around it…rejection is part of the selling experience. Photo: Contributed 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...
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,...
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...
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...
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...
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...
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...
So you want to be a salesperson
Dec 24, 2012 / 5:00 am
I’ll bet you don’t hear that one a lot. Why? It’s a special breed of individual who can become a successful business developer. The good ones make it look easy. Why is that? Good salespeople like every other top person in their chosen profession have some special...
Start goal setting now!
Dec 10, 2012 / 5:00 am
The ability to set goals and then by following through, achieve them, is a very powerful force. The short circuit occurs for most people when they don't commit to their goals in writing-and if the goal isn't written down, progress can't be tracked. And, if progress isn't tracked,...
Make it your own
Nov 26, 2012 / 5:00 am
Every actor brings something personally to a role. So should every sales person. When the producers of Indiana Jones were casting for the male lead, their first choice was Tom Selleck (Magnum P.I.) but he was unavailable. The second choice was Harrison Ford. We obviously know how Ford played the...
Confidence builders
Nov 12, 2012 / 5:00 am
To work with customers, either selling or in customer service, you must believe in your products and services, in your company, and most importantly, in yourself. Your skills and your success depend almost entirely on your own self-confidence. Other people sense whether or not you believe in...
Keep the focus on quality
Oct 29, 2012 / 5:00 am
Can you define the hallmarks of quality service and products? Customers want their products and services… The ultimate goal of customer service is to meet – or exceed – customer expectations. But how can we know what every customer wants when expectations vary from...
Helping people make decisions
Oct 15, 2012 / 5:00 am
How can you help people make decisions if you’re not a decision-maker? David Sandler believed sales training would have little results if it only concentrated on techniques. It is essential that salespeople have the confidence to use the skills they’ve learned and in a...
Qualities of a successful sales plan
Oct 1, 2012 / 5:00 am
A good sales plan establishes goals, priorities, timetables, and necessary resources. A sales plan that will achieve your ends has these characteristics: Sets measurable, specific, vivid, and motivating goals. Where do you intend to be in one year? What measures will you use to gauge...
Failure quickest pathway to success
Sep 17, 2012 / 5:00 am
If you could not fail, what would you attempt? Take a few minutes and jot down a few things you WOULD do (not COULD do, but WOULD do) if your success was guaranteed. How many of them did you come up with? Two? Three? Four? More? Would you call on...
Working a prospecting system
Sep 3, 2012 / 5:00 am
Developing new opportunities for business is the very essence of selling - and the biggest challenge. If the business simply called itself in, our job wouldn’t exist. Prospecting is obvious and necessary, but it is also something many sales people don’t make time for, feel...
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
jglennon@sandler.com
1-866-645-2047
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
jglennon@sandler.com
1-866-645-2047
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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