Manage your behaviour

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 they really want you’re selling, if they have the budget and if they can make the decision to move forward. Those are all things outside of our control.

What is in our control is strategically developing a plan based on the number of calls we need to make, crafting questions that qualify the prospect for need, budget and decision as well as disqualifying those prospects who won’t or aren’t ready to move forward.

Sometimes salespeople will let persistence stall their sales development. It can often keep us from disqualifying the prospect. It may be that this is the wrong timing for the prospect. We need to ask the questions and uncover if there is a better time to approach the topic. That’s a good use of persistence but persistence is of no use if the prospect is not fully engaged in the agreement to regroup at another time.

Controlling your behaviour is about doing the things that will result in gaining business. It’s about taking control of where and with whom you spend your time. It’s about developing a plan and following it. It’s about being part of your plan rather than somebody else’s plan.


Copyright 2014 Sandler Training and Insight Sales Consulting Inc. All rights reserved.

John Glennon is the owner of Insight Sales Consulting Inc, the authorized Sandler Training Licensee for the Interior of British Columbia. He can be reached at [email protected], toll free at 1-866-645-2047 or visit his website at www.glennon.sandler.com

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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.


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

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