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Delray Beach, FL | lewis.fogel@sandler.com

Lewis Fogel

Change can be difficult. If repeating prospecting practices that continue to generate poor results, maybe it's time you got off the hamster wheel. Stop spinning and not getting anywhere!

When Andy Crowley first began his career in sales, he chased every opportunity without strategically considering if it was a good lead to pursue.

Learn how Andy utilized Sandler Training strategies to become the number one sales representative at his company.

Your first response is probably something along the lines of ‘teaching how to sell’. Maybe we should first consider ‘why’ instead of ‘what’. Why do you want to train your sales force? Wanting to train your sales people means that all is not quite right; you’re dealing with painful issues that lead you to believe they need sales training. 

You may view reading resumes and speaking with applicants as the way to find new hires. It is. But, there’s so much more to it. Wouldn’t it be great if how you go about hiring could save you thousands of dollars by reducing sales staff turnover? And wouldn’t you be delighted to decrease the amount of time you spend in this oft-repeated endeavor?

Are your prospecting calls falling short of setting meetings? If so, it’s time to change your style and build rapport that creates mutual trust & respect. Rapport is about Getting Real; Don’t be a Phony and you will achieve three things crucial in building the relationship.

Have you ever been charmingly up-front and told a prospect that your product or service may not fit their needs? Probably not. Traditional selling doesn’t work that way. Learn to establish and use up-front contracts to determine the next step in the sales process, in what order, & when. If it happens to be a no, move on.

Whether we use the simile of piloting relationships, or call it leading the dance, the key element is that you are in charge. More than that, you are slowly working at creating and building a new relationship built upon mutual respect and trust.

Whether you’re trying to learn a new sport, lose weight, or stop smoking, success is based on your discipline—a personal commitment to a goal. Without discipline, goals are unattainable.

Business success means learning to think for yourself, recognizing, and acknowledging what your personal “head-trash” is. For example, if you think you’re not good at prospecting, it can become a self-fulfilling outcome.

If asked to rate yourself on a scale from one-10, what would you say? I hope you rated yourself a 10. Your rank as a human being is strictly a 10. If you see yourself as anything less, or have been convinced otherwise, it’s simply incorrect.