Category: Overcoming Obstacles

By: Daryl Burgess, Director Global Accounts There’s a popular, albeit unfounded, belief that summers are slow for business. Sandler Training disagrees, and dares to say that professionals create a self-fulfilling prophecy by telling themselves that despite great efforts, their summer will be tough. Sandler trained professionals believe that outreach and other activity might need to[…] Read More

The post Don’t Fall For These Summer Business Myths appeared first on Sales Training Blog | Sandler Training.

Every profession has its own lineup of myths that need busting. Those who have spent the majority of their career in a sales role have heard them all. The fact is that sales is an exciting, sometimes grueling and often rewarding profession. We’re the frontline of an organization and vital to its growth. However, like[…] Read More

The post Four Sales Myths Debunked appeared first on Sales Training Blog | Sandler Training.

Companies look to thrive and grow. In preparation, leaders work with their teams to identify the bottlenecks, roadblocks, and/or weaknesses that will keep the company from exploding with success. We start by asking “Why” five times to arrive at the root of the bottleneck. From there, it’s time to dedicate resources to put things back[…] Read More

The post Two options for overcoming roadblocks: exploit or elevate appeared first on Sales Training Blog | Sandler Training.

If you are unaware of the relationship between ambiguity, anxiety and fear, then you are probably lengthening your sales cycle and reducing your close rate. When you sit across from a prospect, no matter how long or personal your relationship, you are still a salesperson who your prospect fears will sell them something instead of[…] Read More

The post How To Overcome Ambiguity, Anxiety and Fear in Your Sales Calls appeared first on Sales Training Blog | Sandler Training.

So when did you start saying, “I’ll get to that tomorrow” when it comes to your goals for 2014? January 2? January 10? Did you make it all the way to the Super Bowl before giving up? If you’ve fallen short of a goal already or are on pace to fall short before the end[…] Read More

The post Don’t Get Trapped in the Procrastination Triangle appeared first on Sales Training Blog | Sandler Training.