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Rule #15: People work harder for their reasons than they do yours. Motivate the individual to hit the corporate goal. Here's what this means. We all have kids, and when you want a kid to play an instrument because you love the instrument and you want them to be successful, you push, push, push. If they don't have the passion, confidence, and conviction that that's what they want to do, they end up not doing it. You spend a lot of time and energy having them live through your eyes, and the same thing holds true with corporate goals.

It’s a generally accepted notion that acquiring a new customer is more expensive than retaining an existing customer. Add to that fact a sluggish economy where businesses are scrutinizing budgets and considering alternative suppliers, and it’s easy to understand why it’s important to have a customer retention strategy in place.  So, let’s look at five follow-up strategies you can implement to cultivate a closer relationship with your customers. 

Amy Woodall, a Sandler trainer, talks about her best practices for managing expectations. Whether you are setting the first appointment with a prospect, setting clear guidelines for delivery, or just talking with your co-workers or spouse, setting expectations can be the difference between success and failure. Amy shares attitudes, behaviors, and techniques for setting clear up-front agreements with others.

In this episode of Selling the Sandler Way, Dave Mattson, the President and CEO of Sandler Training explores the Sandler Selling Philosophies behind the Sandler Selling System with Chuck Polin, a Sandler Trainer.

How many times have you faced a task and the first thought that came to mind was something like “I can’t…,” “That will never work…,” “What’s the point of…,” or “I’m afraid that…”?  More times than you’d care to admit, perhaps? Each time you entertain a negative thought about your ability to achieve a goal, solve a problem, or deal with any situation, you’re poisoning your own well—filling your subconscious with negative unproductive thoughts that it eventually accepts as FACTS, despite the lack of any evidence as such. 

Did you know that the average tenure of a Sales VP is only between 24-32 months? They barely have time to unpack their bags and get settled before they are looking for another position. In the meantime, the company has not only lost its Sales VP but probably its best sales person as well. Why is this? And is there something that can be done to change this dynamic?

Rule 14: Risk failure to achieve growth. I-10's learn from failure. Wow, I'll tell you what. This rule is action packed with Sandler philosophies and tactics. First of all, we have to embrace failure. Everyone's going to fail. You failed when you were a kid learning how to ride a bike. We fail in all the different roles that we have throughout the day.

In our constant pursuit to arm you with tools to become a sales master, we recently released a new book titled, Winning From Failing, by Sandler Trainer, Josh Seibert. While there are entirely too many teachings in the book to list here, below we have highlighted a few that encompass the essence of the book and are important takeaways for managers.

Learn how to succeed at aligning sales and marketing. Erik Host-Steen, Founder of SMP Alignment, shares his best practices for aligning your sales and marketing teams. From effective handoffs to qualified leads and using technology to smooth out the process. Erik talks about how to get your sales and marketing departments to work together.

However, summer affects your business, working smart over the next 6 weeks will keep you on track for a strong 2017 finish! Follow these key strategies for making the summer months successful and you will find more time in your own summer schedule to enjoy the fruits of your labor.