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Berkshire | david.davies@sandler.com

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As a Leader, it probably feels like someone has taken the batteries out of your favourite toy right now?

Your team are faces on a Video Screen. Engaged when you engage them. But when you are not connected, what are they up to?

Who knows?

Truthfully only they do.

Time to set the rhythm. Beat the drum!


Commandment 1: Make sure people know you’re open for business.

Reach out and make sure people know you’re open and ready to do business.  Make sure your people know you are open for business. 

Let them know what they should be doing with Prospect and Clients to maintain revenue flow.

Help them focus.

Find yourself on the right side of the trouble line.
Outside your comfort zone is growth.
Communicate like a professional.
Use product knowledge wisely.
Sales Antenna is always up.

Remember, it’s ‘tough’ for them at the moment.

Toughness is essential – mental & emotional.
• Get past Head Trash with an Attitude/Behaviour Journal.
• Strong Self-Esteem is the foundation.
• Make a Support System for yourself.


Commandment 2: Take time to clean out the cupboard (Pipeline)

If you are resisting the temptation to call in ‘Dyno-Rod’ when you conduct pipeline reviews with your team members, then now is the time to get clarity.

Invest time working with them, honestly, on clearing out the blockages.

End deals that you (and they) know are never going anywhere?

Agree together clear next steps to get some momentum back into stalled deals.

Spend some time plotting a clearly documented strategy for next steps in those strategic deals that still need pushing through the pipe.


Commandment 3: Work Together on your 30-second Advert

Your 30-second advert should be the sharpest tool in your teams ‘swiss-army knife’ of sales techniques.

It is one of the most used of our sales techniques. Prospecting, Networking, Re-connecting with ex. Clients, reminding Existing Clients.

It should answer the following questions.

• Who we are? (Name, Company and responsibility – not job title)
• What we do? (Simple Value Proposition)
• Why we do it? (What do you Stand for? Stand against?)
• Who we do it to? (Actual Clients or typical Clients)
• Why they let us do it to them? (What PAINs were they experiencing?)
• How they felt after we did what we do to them? (What Outcomes do they enjoy when working with us?)
• What typically happens next? (Clear Call-To-Action!)

Listen to how your people explain your Business. If you are confused, then imagine how a Client or Prospect feels?

This is the most under-invested part of selling and often (for me anyway) it’s embarrassing to listen to people fail to communicate their business simply, efficiently and effectively.

Spend some time right now, getting this right!


Commandment 4: Work on your Up-front Contracting

Up-front Contracts are the closest thing you’ll find to a ‘Silver Bullet’ in Selling.

They are the tool, we Sandler trainers, teach to help our clients own the Buying Process and control the effectiveness, and efficiency of Prospect/Client Meetings.

Somebody recently shared with me the POST acronym for managing meetings. I prefer T-PAU;

1: Timing – How much time is allocated for the meeting? Can we find more if needed?
2: Purpose – What is the purpose of the meeting?
3: Agenda’s – What is the structure and focus of the business meeting we are having?
4: Upshot – What are you trying to achieve in the meeting and what does success look like?

They’ll be like ‘China in Your Hand’ when you deliver an elegant up-front contract. (NB: Sorry! 80’s child!)


Commandment 5: Invest in your Personal Growth

Goals are the ‘petrol in the engine’ of achieving personal growth.

Very few people set Goals.

Even fewer achieve any.

Goal setting still seems to be a challenge. Goal-getting even more so.

Here’s a 10-step process to setting and getting goals.

1. Take Inventory – Where are you now? Where do you want to be?
2. List Your Dreams – What do you want? What do you really, really want?
3. Prioritise the Dreams – What’s first up? Second? Third?
4. Choose Top 3 for Each – Focus on just 3 things at any given time
5. Check for Conflicts – What’s going to get in your way? Stop you? Excuses?
6. Write SMART-ER Goals
      • Specific . Measurable . Attainable . Relevant . Exciting . Rewarding!
7. Include a Timetable – No Dates? No Times? No Checkpoints? No Point!!!
8. Share Your Goals – Let somebody know, who cares, what you are doing?
9. Review Your Goals – Periodically take stock and see how you are progressing towards your goal!
10. Be Persistent, Do Not Quit – If it was important enough to set it, it’s important enough to get it!


I hope these 1st 5 commandments help you through this period of ‘Business Unusual’ and keep striving to find results rather than listening to excuses.

Keep well. Keep selling.



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