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Doctor or Salesperson - Which Would You Rather Be

 Saw these average salaries quoted in USA Today last week: Physicians are the highest paid salaried employees in the U.S.: $187,876 a year. Pharmacy managers are second at $149,064 per year. Third are patent attorneys at $139,272. Fourth are medical cience liaisons at $132,842. When I was growing up, my parents wanted me to be a doctor - or a lawyer. They argued that I'd make lots of money, have job security, and would have a highly respectable career. When I was in college, I was working towards my doctorate in psychology. After I received my B.A., however, something happened - I took a summer job in sales. I intended to go back to school, because I thought "sales" was beneath me. I still wanted to be a doctor like my parents wanted me to be. But somethingelse happened that summer: I made almost $47,000 in commissions (it was a commission only position), and suddenly the thought of going back to school for six more years, incurring hundreds of thousands of dollars in st...
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What to Do When a Prospect Breaks Your Heart

 Have you ever had a prospect say they want to work with you, and they suddenly decide to go with another company? Have you ever poured energy into helping a prospect make a decision, with great content and multiple conversations, and then they have one conversation with another provider and decide to work with them? Who hasn't had these disappointments in their business? We've all been there. I once had a prospect (let's call him Larry) who I'd been talking to about working together for over a year. We agreed we'd like to work together, but Larry felt the time wasn't right. I respected and supported that - we each have our own wisdom. Then one day, Larry went to a talk, and signed up with another coach on the spot. These situations can feel downright heartbreaking, especially if you feel your prospect is the right fit. When this happens, it may hurt. You may feel angry or resentful. You may want to push them, or other prospects you're developing similarly,...
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Stay Ahead of the Curve With Reinforcement Training

 If you have been keeping up with our recent blogs, then you learned a bit about our seven part sales system, or as we call it, The Sandler Submarine. But is knowing a good sales system good enough? Could be, but really it comes down to the implementation of that system, if you want to see tangible results. To be successful, you need to stay ahead of your prospect when it comes to knowledge about effective negotiating and selling techniques. Otherwise, you may fall in to the traps of the traditional selling model, and then prospects got you where they want you. They know all your tricks and have a few of their own to take control of the process. So how do you combat this competitive edge the prospect has gained? Well, training is probably the most important way to overcome these kinds of obstacles. Even if you have been thoroughly trained and are a seasoned veteran, you should maintain a training schedule to keep you sharp. This is one of the big reasons that it makes a lot of ...
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