Sandler Brief

This article tells women how to overcome limiting beliefs and see themselves as equal to men in sales.

Jane was having problems uncovering accurate information during her discussions with prospects. Her conversations during sales calls tended to be unfocused, and she spent a lot of time pursuing options that her prospects ended up rejecting. Her manager suggested she try something called Negative Reversing.

A Good Resolution for the New Year: Rewrite Judgmental Messages

Anita asked her manager to take part in a "ride-along" on her first sales call of the New Year ... so he could offer her some constructive criticism on the best ways to improve her selling technique. Anita was out to fulfill a New Year's resolution: she was eager to identify one specific best practice that would help her improve her closing ratio. Her goal was to identify her greatest selling weakness early in the month of January, and then work to turn that into her greatest selling strength by the end of March. Her manager, Mike, thought this was a great way to start the New Year, and agreed to sit in on her next face-to-face meeting with a prospect.

Eileen, a brand-new sales hire, found herself struggling during her first week on the job. At her initial coaching session with Juan, her supervisor, she asked for some guidance on identifying promising lead sources. Instead of making suggestions about that, though, Juan decided to begin the process by asking a few basic questions.

Once you’ve identified a goal that really matters to you, you’ll be more likely to attain it if you put the power of visualization to work on your behalf.

Tim, a new sales hire, was having trouble setting appointments. Miguel, his sales manager, wanted to know why.