10792
13148
Sales Meeting Minute by John Glennon

During a sales slump: Part 1

May 14, 2012 / 5:00 am

Seven Deadly Sales Sins (and how to avoid them) While the economy improves we are still in a tough selling climate. Many businesses find themselves stuck in a sales slump, and don’t know how to get out. John Glennon of Sandler Training in the BC Interior, helps businesses with just...

Are you really listening?

Apr 30, 2012 / 5:00 am

Asking your prospect all the correct questions is wasted if you don’t hear what he or she says, either in words or more subtly in tones or partial hints. Being a good listener requires more than just keeping quiet while the other person is talking. Do you hear everything that is being...

A case for failing

Apr 16, 2012 / 5:00 am

When was the last time you failed? When was the last time you didn’t complete an important project on schedule, fell short of achieving a meaningful goal, or simply didn’t accomplish that which you set out to do? If you haven’t failed lately, that’s unfortunate....

Getting compliments can be negative

Apr 2, 2012 / 5:00 am

I'm a big believer that in British Columbia we're generally nice people. In fact, so nice that we don't like disappointing people. So rather than tell you “No, I'm not going to buy,” I'll put you off or tell you I want to think it over. Another aspect of being...

What are people buying?

Mar 19, 2012 / 5:00 am

What’s the quick one-word answer you come up with to that question? Many of you named your product; others may have said service, quality, or me. I believe what every prospect buys is confidence, both yours and theirs. If they don’t have confidence in you, your products,...

Never force your prospect to lie

Mar 5, 2012 / 5:00 am

As a sales professional you always want to deal with the decision maker. You know it is important to identify who is the ultimate decision maker. When you are trying to determine if the person you are talking to is the decision maker, never ask him or her directly if they are the decision...

Do you communicate professionally?

Feb 20, 2012 / 5:00 am

Photo: Contributed - (Photo: Flickr user, caliorg) Deliberately or not, we all have perceptions of the other person. Right or wrong, it happens. That perception is based on three things; the words we use, the tonality of our speech and our body language. People judge other...
12792

The 'more prospects' paradox

Feb 6, 2012 / 5:00 am

Logic suggests that “more prospects” will lead to more sales. While that may be true for some salespeople, for many others, “more prospects” actually leads to fewer sales. “Prospects” is undeniably the essential element in the sales process. However, the...

What lies ahead in 2012?

Jan 23, 2012 / 5:00 am

  It’s time to take stock of where you are. 2011 was an exciting year for British Columbia and many of us in the Thompson Okanagan. Where other parts of the world are struggling, the news has been fairly optimistic here. Some businesses are thriving; others are hoping to thrive in...

Three questions for the New Year

Jan 9, 2012 / 5:00 am

  With the new year upon us, it’s time to focus on the future and ask yourself three questions:   What specifically do I want to accomplish in 2012? How will I do it? How will I know that I’m on the correct path for...

Chasing away business

Dec 26, 2011 / 5:00 am

  An experience I had the other day, started me thinking about how we can chase prospects away who actually want to do business with us. I entered a store to purchase a small gift. The salesperson asked me the typical question: Can I help you with something...

Preventing buyer's remorse

Dec 12, 2011 / 5:00 am

  Salespeople soon discover a transcendent truth about human behaviour. People are unsure, sometimes fickle. Buyer’s remorse is a risk you face each time you close a sale. But there are strategies to help you minimize that risk.   1. Get Objections Out Before the Sale,...

Is 'more' always better?

Nov 28, 2011 / 5:00 am

  When you’re counting close friendships, loving relationships, acts of kindness, or the gold bars securely stashed away in your secret vault, the answer is, “Yes!” It’s better to have more…rather than fewer of them. Is the same true when it comes to...

Fear of failure

Nov 14, 2011 / 5:00 am

  As adults we are often taught, “Never give mental recognition to the possibility of failure. You must succeed, be a winner, to lose is not an option.” And while these are positive mindsets the fact is, they are not real world. Please understand that I am not suggesting...

Making what you believe you're worth

Oct 31, 2011 / 5:00 am

“You’re Making Now Exactly What You Believe You’re Worth.” This is one of the David Sandler quotes that makes a lot of salespeople sit up and take stock of their career and life. It also has the effect of making a person’s backbone straighten up. As a young...

Who wrote this script?

Oct 17, 2011 / 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...

The most difficult aspect of selling

Oct 3, 2011 / 5:00 am

What is the most difficult aspect of selling? Accurately analyzing the growth potential of customers Creating an effective territory plan Developing an appropriate prospecting message Formulating meaningful qualifying questions Preparing responses for the...

Questions, Questions, Questions

Sep 19, 2011 / 5:00 am

  Photo: Contributed - (Flickr user, valeriebb)   If you’ve ever hung up, or walked away from a conversation and not had a clear understanding of what should happen next, you may be a victim of ‘incomplete questions’. Too often...

Why didn't you cold call?

Sep 5, 2011 / 5:00 am

  Bob absolutely detests cold calling and when he’s in a sales slump, like he is this month, he’ll do just about anything to avoid THE PHONE.   Photo: Contributed - (Flickr user, imaginatis)   The past customer files in his desk will...

What Motivates Your Team?

Aug 22, 2011 / 5:00 am

Answering this question is not easy! Each employee is different. What motivates one employee may de-motivate another. How can a supervisor or manager know how to motivate 5, 10, even 100 employees who are each different? It is very difficult to know who works better alone, who works better...
13093


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






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.



12967
RSS this page.
(Click for RSS instructions.)
© 2010 Castanet.net