Have you ever heard the saying, “Success is not an accident”? How about, “Success leaves clues”?
Well, David Sandler believed both of these to be true. He trained sales professionals for more than 25 years. He identified ten behaviors and activities that, when practiced consistently by salespeople, put them far ahead of the rest of the pack. He labeled those ten elements, “The Formula for Success.” Sales professionals who are successful aren’t necessarily smarter than everybody else—nor are they luckier. Their success derives largely from the fact that they have identified what to do and when to do it. Then, following the Nike slogan, they “just do it.” You might say that they know how to manage their time and activities.
Using the information given in Sandler’s Formula for Success along with knowledge of your company, its competition, and your prospect base, you can develop a strategic sales plan.
In the training workshop on Monday, July 17th in Santa Ana, and Thursday, July 18th in Corona, we will reveal the ten behaviors and activities that lead to success. Like most of the content on the Internet, these are not new ideas. They are behaviors and activities that have been around for decades, and they will be valid for many years to come. More important than knowing the formula for success and building a strategic sales plan is the actual execution of behaviors that, done on a daily, weekly, and monthly calendar lead to success for professional salespeople.
As David Sandler said: “You can’t teach a kid to ride a bike at a seminar!” successful selling comes from a combination of a strategic sales plan, execution, practice, and feedback. I heard a television pitch this morning that claimed, since people could buy the product being sold by calling a number or going to a website, the buyer would avoid having to deal with a pushy salesperson. While people want to avoid pushy salespeople, they always want to hear from a trusted advisor. While we might be born trusting everything fearing only loud noises, and falling, along the way to adulthood we learn not to trust most people.
According to the Edelman Trust Barometer (www.edelman.com) trust in business people, from CEOs to sales people is at an all-time low. Human systems do not work without trust. Sales systems do not work without trust. What is your system for developing trust with another human being? Do you have one? How successful can a salesperson be without the ability to quickly develop trust with people? Does your strategic plan include attitudes and behaviors that develop trust? If you don’t want to or can’t answer these questions, sign up for the Formula for Success Workshop now on July 17 or July 18.
