What would Buddha do?

Where do you turn when things don’t work out as you hoped they would have?

In many walks of life a person will take council from a guru, leader, mentor or friend. Maybe they consult a book or manual. When things go wrong in your selling world there are many different things you need to consider.

An analysis of what you did and how you did it is essential if you don’t want to make the same mistake again. No doubt, you have a step-by-step selling system that keeps you on track and in control of the selling process. It is important that you debrief every call to ensure that all the steps in your system were covered.

You most likely keep superior notes capturing information about the prospects communication style with specific details about how you will present to them. How did that go? You’re up front contract and agreed next steps are in place so there is no confusion about their expectations or yours. Check that was okay. You’ve asked all the critical questions about what they need, why they need it, who it affects, and what happens if they do nothing. You also went through the qualifying steps of determining budget and the six questions about their decision process.

When things don’t work you can go back and check where things may have messed up and correct them for next time. On the hand, if you’re successful, you get to pinpoint the successful method you used and duplicate it again and again.

Reprinted from The President’s Club Report, © Sandler Systems, Inc. All rights reserved.

Copyright 2012 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] or toll free at 1-866-645-2047 or 250-765-2047

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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.


[email protected]

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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