Subscribe to:
Post Comments (Atom)
About Me
- CrossRoads Business Development
- Boise, Idaho
- We empower people to own the future – business, family, community - impacting the world one business at a time. We build intimacy through conflict in an atmosphere of mutual respect. “The compassion of the strong is in waking people up to their blindness! For that you need to be a warrior”. Fernando Flores We are a learning company; disciples of our processes and a healthy developing organism.
Today in class, I was able to re-discover the necessity of seperating my Identity and Role. A lot of times they get tangled up in everyday life, but by consciously making an effort to seperate the two it becomes easier for me to make decisions!
ReplyDeleteI enjoyed the introduction of Emotion Management - that was something new I picked up, and intend to be more aware of how I manage my emotions, and how others around me manage theirs. By recognizing how other manage their emotions, I will be able to communicate with them better, leading me to that Trusted Advisor position.
Wendy Berkson
Sandler Training
Today I learned (or had this message reinforced) that "how you buy reflects how people buy from you"
ReplyDeleteAlso, remembering to manager your emotions and not allow yourself to get caught up emotionally. And a reminder of the buyer's self-empowering beliefs - important to keep in mind at all times!
Linda Binns
Idaho Women's Journal
Lesson learned
ReplyDeleteToday I learned to have ultimate courage, you only have to be courageous 12 seconds at a time & in reality, you only have to be courageous 1 or 2 seconds at a time.
I also found the portion of the lesson on the DISC scale interesting. Knowing what type of personality you are working with can help a sales person pre-determine how to work with their prospect without getting emotionally involved themselves. (ACT emotional - DON'T be emotional)
Christine Segale
Segale Bros. Wood Products
I learned one of the most important reasons to separate your I from your R is because you will get too emotionally involved in the sale. The best way to go about it is by make sure you keep them separate from each other. By doing this, you will be able to ACT emotional while not being emotionally involved in the sale.
ReplyDeleteToday I felt I was able to begin to tie this Sandler session into what otherwise appear to be unrelated business issues. We are talking a lot lately about the differences between strategies and tactics, and whether our thinking is strategic or tactical. (I hope my thinking is strategic and my actions are tactical in support of those strategies). It seems that the “I” is more strategic in nature and the “R” is more tactical. Once the strategy is set, I think it is generally counterproductive to expend energy on reevaluation (or abandonment) of strategy just because of a tactical failure or two.
ReplyDeleteI want to be as sure as I can that my strategy (my “I”) is based on a sound foundation. I don’t want to delude myself that my strategy (“I”) is solid just because I want it to be. I need to be willing to freely examine and challenge my strategy (my “I”). But once I’ve done my due diligence, I need to have faith that my strategy (my “I”) has value and implement tactics (“R” activities), at the risk of failure, to achieve (support) that strategy ("I").
The trick is, that while I need to stand up for and defend my strategy ("I")and not fold under the first defeat (or maybe, the second, or the third or the fourth or…….), I do need to be able to discern if I’m grounded enough in reality and to be willing to reshape my strategy (my “I”) in the face of ongoing failure of my tactics (in my “R’s”)
Otherwise, I risk transforming from a tenacious fighter to a fool. But, as in many things, it is probably an infinitely fine (and fluid)line between the two.
Lesson’s learned
ReplyDeleteI learned that I must remain in my comfort zone and hold my head up high even when a sale is lost. I think it’s important to learn from your own mistakes and others mistakes and keep a positive attitude to move forward to success. My old boss always told me, don’t look back there are plenty more opportunities out there. Its ok to fail no one is perfect.
REE-Construction
Marvin Green
Senior Estimator
I came to a realization today; the difference between an unpaid consultant and a trusted advisor can merely be a matter of timing and emotion. It may have nothing to do with expertise or lack there of, but is more likely a result of controlling my emotion (eagerness, desire to help, ego, etc…) until their emotion/pain has developed sufficiently for them to make a decision. Until they are engaged, you’re just grinding gears.
ReplyDeleteBrad Mantz
REE-Construction
I believe that having the confidence and faith in yourself makes a successful sales person. Having a strong belief in the product/service you are selling makes you stronger and you should always choose a product or service to sell that you love and believe people will need. Having the ability to ‘mirror’ your prospect is also a very important tool to have in your belt because people tend to gravitate toward similar personalities and if you take the time to get to know your prospect they will notice. This will also make it easier to intro into opening statements and make prospect feel at ease.
ReplyDeleteI appreciate you suggesting that we evaluate ourselves and, in this past session, thinking about how we feel after making a purchase. What experiences we encounter personally is important to understand what others may be experiencing.
Thanks for all of the lessons learned and especially for taking the time to give us here at Evans a personalized session this Thursday, I look forward to it.
Barb Markuski
Account Manager
I’ve never been one that seems to find himself among the crowd; though not conscious of intentionally being antagonistic. I am being told to produce “Lessons learned”, though silence is much more preferred. But if I must speak, I must be true to myself.
ReplyDeleteThis set of comments corresponds to our last Professional Advantage class: Jim had said that the whole “I and R” concept in Sandler is his favorite. For me, it is that which adds one of the elements of great chagrin when contemplating this system. I do not see that it follows with human experience; and we are told that “acting is necessary to effective selling; but is not hypocrisy” (though not direct quotes). The “Good Book” is written in Greek (N.T.); the word for “hypocrisy” in Greek means: 5273 hoop-ok-ree-tace'; (from 5271 to decide (speak or act) under a false part, i.e. (figuratively) dissemble (pretend) ); an actor under an assumed character (stage-player). To “Act” is to be a hypocrite. A child knows this, only adults are sophisticated enough to deaden their own consciences. . .”On the way to the bank.” I have learned that I cannot “buy” this part of the system, nor can I allow that Identity and role can be separated. Actions define who we really are, as words, though perhaps in private, will ultimately reveal what we really think. Actions and words betray us. If I have failed in a role, it is irresponsible to not take blame that is really my own. It needs affect my “I”, or you have a culture as is manifested all around today; one in which everyone can only blame others. This is immaturity; not being a sophisticate.
We had a special session for Restoration Work, these comments are for this class: I believe that we are out of touch with the real “pains” of adjusters (our thinking is old school); because they act in ways that do not follow our beliefs. By their actions they show: That they don’t mind having claims remain unsettled, they do not care if clients are unsatisfied with how they handled the loss and the settlement, nor if they (as adjusters) see to it that the claim is settled according to the policy that the insured has been paying for, they even show that they do not care if their preferred contractor is the “cheapest”. The adjuster “Pains” whatever they are today, seem to be diametrically opposed to our beliefs of what they are supposed to be, to the “Pains” of the policy holder, and certainly to our own and our Marketing campaigns. I believe we need to wake up and adjust our paradigm; . . .it has already shifted without us.
Heath A. Martin
REE-Construction