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Self Development

The TACTIC: Don't commiserate. You are there to manage your own behavior and help your salespeople manage their behavior. Commiseration only leads to misery.

Selling for a living in the twenty-first century requires coming to terms with a dizzying array of interconnected, hard-to-anticipate changes in the areas of technology, marketplace trends, and client agendas. Falling behind in any one of these areas means losing relevance and with it, your competitive edge. Here are three simple things you can to do make sure you stay up-to-date and relevant in the world of your ideal buyer.

The TACTIC: Understand the process of failure and let it work.  If you have failed, and then learned why you failed, you are 99% closer to increased success.

The TACTIC: Know what you changed. If the change you made doesn’t work out, sit down and make sure that you really changed what you thought you did. Almost always you will find that what was changed isn’t what you intended.

Sandler provides an easy way to remember the five key components of getting a mutually beneficial conversation started: the simple mnemonic PLATE.  

The TACTIC: I'll just be gone for a minute...  Meetings are held to communicate and resolve issues vital to those attending. Why should anyone leave?

The TACTIC: I can always call the other office. A salesperson without a thought-out filing system is a salesperson that will consistently be below the halfway point on the sales chart.

The TACTIC: Meet with an agenda.  Meetings that are held with no written agenda start late, last forever, and accomplish only the wasting of everyone’s time. 

The TACTIC: There are no bad prospects - only bad salespeople. How you view your prospects determines precisely how much money you will make.

The TACTIC: I don't know where my time goes! You do know where your time goes. You have to decide if you want your time to keep going there.