Skip to main content
Rubicon Institute, LLC | St. Louis, MO

Blog

There is a systematic formula to set yourself up to become a successful selling professional; one who can outsell and out-market the typical amateur salesperson, and certainly outsell your counterpart in another company who has no systematic formula. This formula consists of 9 basis steps:

1) Stay on the Right Side of the Danger Line.

Trying to choose a sales training or business consultant that's a good fit for you and your organization is no easy task. There are many things to consider in addition to the time and financial investment.  Here are 10 reasons you should engage Sandler Training | Rubicon Institute St. Louis:

The specific terms found below are more than likely NOT listed as 'Headings' on a standard business P&L statement. However, the true dollar cost associated with these items are indeed hidden throughout most business P&L's.

 

 

Last week, Sandler Training hosted the world’s top leadership, management, and sales professionals at a summit in Orlando Florida. More than 1,200 people joined Sandler in the sun to learn about sales and leadership, share best practices, and further our knowledge of how to succeed.  The conference was incredible. From the opening video eliciting goosebumps to the #SandlerSummit trending nationally on Twitter with over 3.5 Million views, the room was electric. I have come away with so many notes and action items, but I have highlighted the top 3 lessons learned from last week.

Whether it is time for a touch-point call or you’re visiting a new prospect for the first time, incorporating one or more of these phrases into your approach could be a deal killer. From giving your prospect an easy way to put things off to using too much jargon or lingo, it’s time to strike these words and phrases from your selling vocabulary.

Traditional sales training says present, present, present and close, close, close – convince your prospect with a compelling presentation, show him enough value, and he will surely buy.  When I first got into sales I really sweated the presentations.  I practiced them over and over; used different visual props and brochures; tried a variety of persuasive arguments; and created notebooks full of evidence favoring my product and my company.  Ultimately it became apparent that no matter how exciting or compelling my presentation was, my close rate was mostly dependent on what happened before the presentation, not during it.

What? Did I just hear a sales trainer make that statement? In a survey conducted by the American Society of Training and Development, 69 percent of survey respondents believe that formal sales training they receive was effective. However, that’s at least a 30 percent failure rate.

If the objectives are clear as to what sales training can do for a company or for an individual, then why does sales training fail 30 percent of the time? Most of us do not understand that learning professional selling skills is like learning any other body of knowledge.

While a sales conference can reignite your fire and provide an abundance of new insights and tools, it can also be a chaotic experience. The better prepared you are to hunt for useful insights, information and connections, the more you’ll come away with. Some of the most common frustrations surrounding conferences include coping with speakers and panels who don’t fully cover a topic, finding time to network and even gaining insight from talks that don’t seem immediately relevant.

Need some motivation? Look no further than this group of TED Talks, from experts in a variety of fields. From the aid worker who battled hippos (and lost) to the analyst who discovered the power of drawing toast (and how those drawings revealed simple solutions to complex problems),” this roundup of TED Talks is ideal for motivating yourself or your sales team.

It’s not uncommon for a new hire to start out strong.  But after the initial excitement and enthusiasm for the new job fades, the behavior, performance, and “numbers” follow suit.