Sandler Training - July 2018

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The first four or five times I got on a phone to call to someone, I clocked myself at doing 90 percent of the talking. The Sandler process is built out of 70-30 split — 70 percent of the time actively listening and 30 percent of the time asking questions. You need to help your client discover a compelling reason to buy, but you also need to qualify whether the prospect is the right client. It’s not about them qualifying you; it’s about you qualifying them. Six months in, my work week dropped from 90 hours to 60. Our revenue stayed the same, margins went up a little, and I had 30 extra hours each week to invest in those closest to me. The success I had — and that you can have, too — stemmed from three fundamental concepts: attitude, behavior, and technique. Sandler helped me refine every one of those qualities, and I’m proud to lead others to the same conclusions that brought us to where we are today.

–Jim Stephens WHAT IS PARKINSON’S LAW? USE AN OLD ADAGE TO MANAGE YOUR TIME BETTER

6. DON’T CONFUSE URGENCY WITH IMPORTANCE

Parkinson’s law states, “Work expands so as to fill the time available for its completion.” Our natural work efficiency relies on the deadlines set for our given tasks. The sooner the deadline, the more likely we are motivated to work toward completion rather than perfection. With a better understanding of how to time block and a bit of planning, you can use this theory to your advantage.

attention, will increase learning ability and retention. According to Parkinson’s law, there may be no more significant way to work effectively.

An email drops in your mailbox right now: What do you do? Not all important tasks are urgent, and learning to differentiate the two will make us more successful in our roles.

3. KNOW HOW TO MANAGE YOUR HABITS

7. DON’T MULTITASK

If you take a look inside yourself, you know the weaknesses that hinder your productivity. To move forward from these, you can’t enable behavior that slows you down.

“I know other people can’t do it, but I can.” Even if this statement were true, it wouldn’t make multitasking a more effective work style. If you time block effectively and process importance accurately, you’ll be more productive than if you had simply tried to multitask.

1. YOUR TIME BLOCKS MUST BE PRECIOUS

4. TOUCH IT ONCE

We’ve all worked in a scenario where either we or others have openly disrespected our time blocks. If you’re going to block out your time successfully, you have to treat those blocks as precious.

As soon as something gets your attention, finish. Sounds easy, right? Well, there are a lot of nuances to this, but the critical aspect is to understand that time commitment is relative to the solution.

These are just the basics. If you want more information on how to fight against Parkinson’s law, reach out to us today and we’ll flesh out these

2. UNDERSTAND AND VALUE THE IMPORTANCE OF DEADLINES

5. TACKLE THE HARDEST TASKS FIRST

The difference between “I must have this done” and “I will have this done” is profound when setting goals. Anders Ericsson is famous for exploring the concept of deliberate practice — applying focused time to your function, rather than general

Children are always going to want dessert before dinner. The same reason we make them eat dinner first is precisely why it’s essential to tackle the hard items before easy ones.

seven concepts

some more.

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