Thursday, October 8th15.1°C
Sales Meeting Minute

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...

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 presents its columns "as is" and does not warrant the contents.

RSS this page.
(Click for RSS instructions.)