Coaching to Overcome Fear of Prospecting When we say that we want a salesperson to “think more strategically,” we mean we want the salesperson to start thinking about the big picture. We want to help the salesperson adopt less of a task-driven focus … and more of a vision-driven focus, one that supports both the salesperson’s goals and the team’s goals over time. After all, strategies are associated with the…
Sales Training
Sandler Sales Tip! – March 2019
Why do need to write down own my goals? I worked with a saleswoman once named Gail. Gail never wrote down goals, but at my urging she agreed to give it a try. Gail shared with me that she always drove a junky car and dreamed of someday having a brand-new car. She figured out how much she would need to save in order to get that car in three…