SALES
Your New Bucket Challenge Three mistakes, three buckets, and how to conquer them when calling on customers By Sandler Systems, Inc.
The lure of “easy money” that comes from commission selling, i.e. “eating what you kill,” entices many people to
try sales. But selling isn’t easy, is it? More so than ever, both novice and experienced salespeople encounter obstacles in selling, especially in the difficult but vital area of prospecting.
Sandler has developed a “Success Triangle” concept with three areas of focus or “buckets” to help salespeople see where they could improve their prospecting skills. The buckets that add up to success are behavior, attitude and technique. Let’s take a look at what’s in each bucket and how they’re related.
BUCKET No. 1: Behavior Behavior is often considered the most important bucket, the leading indicator of prospecting success. Maybe, but this bucket has some common leaks! Behavior leak No. 1: Not maintaining a consistent schedule mindset. Time blocking is a time-management concept that allows you to accomplish your daily and weekly tasks, and make progress on your goals. Successful salespeople don’t allow distractions to interrupt prospecting time. Behavior leak No. 2: Not having a goal for meaningful conversations. When you talk with a prospect, you should have a goal in mind, and make meaningful progress in every conversation. These conversations should take place with decision makers, and your goal should be for them to make a purchase decision with clear next steps. Every call should have an agenda and an outcome. Behavior leak No. 3: Losing sight of the importance of first time appointments. By placing importance on
16
May 2021
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