Turning Salespeople Into Champions
Overcoming The Obstacles Of Day-To-Day Selling
Great salespeople are like great athletes in that they are relentlessly committed to conditioning. Those who succeed exhibit a combination of attitude, proficiency and practice. In the new book, GOLD MEDAL SELLING: Ten Conditioning Strategies For World Class Performance, Sandler (www.sandler.com) provides a proven system for getting prospects to say yes and reaping the financial rewards.
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Sandler’s methodology is a holistic, all-encompassing “sales gym” that emphasizes conditioning on the same scale, and with the same intensity, as that adopted by the world’s best athletes. Unlike traditional sales training, which focuses almost exclusively on technique in order to achieve success, Sandler works with three interrelated factors: behavior, attitude, and technique. Behavior relates to having a systematic approach for reaching sales goals. Attitude has to do with outlook. Technique consists of the tactics and strategies put into practice.
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Drawing parallels with gold medal champions Michael Phelps, Usain Bolt, Rafael Nadal, Cathy Freeman, Steve Redgrave, Muhammad Ali, Serena Williams, Mo Farah, Walt Hazzard, and Jesse Owens, Sandler shows how great salespeople are characterized by a clear purpose, which translates into having life goals and actions that lead to success.
The high-achieving salesperson understands that a high level of motivation is required to sustain consistent high performance. Optimum motivation is maintained by having a strong emotional connection to goals. Setting short-term goals and actions is a powerful way of establishing a life-long pattern of generating and sustaining the fire of internal motivation.
Gold medal salespeople realize they need to start their day with a powerful and resilient attitude. The practice of writing a daily attitude/behavior journal ensures that the day starts with attitude in the right place.
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