“exponential growth and impact more people and more personalities,” according to Juniper. “It really helps people. I think if they can understand each other, they can be more patient and appreciative of each other.” “Going through Sandler Training systems was enlightening to me. When you find success as a business owner, you find a certain way. What Sandler did was help me understand how other people find success. It’s about the foundation and repeatable systems,” says Juniper. “Sometimes, as a leader, what makes you a great entrepreneur doesn’t make you a great manager. Understanding those polarities and being able to behave in a way that isn’t my natural preference in order to grow the business was instrumental.” While we pride ourselves on helping others learn to ask compelling questions, the questions you ask yourself can be the most crucial. As Tom eloquently puts it, “The biggest and most important scripts and dialogues are the ones we tell ourselves.” We want to help you with those dialogues. Don’t take our word for it, though. Let Juniper explain how we can help. “Sandler Training is absolutely necessary for anyone looking to develop a world-class organization. The training is not for people looking to be mediocre. It’s for business owners that want to go to another level and who want that growth not just for themselves, but for other people.”
unpaid consultant. “I love that approach. It weeds out people who aren’t serious or aren’t actually your clients,” says Juniper. “If someone goes through this process and they’re a no, I get to go home and see my family. I didn’t waste my time with show and tell. It has saved me time and stress and solidified my own value to myself.” Juniper is a committed leader and effective business owner because she always views problem-solving beyond just a logistical lens and puts the true value of a person at the center of the issue. Once you’ve qualified a prospect, you can bet Juniper is going to give you genuine service straight from the heart. “When people get to a place of vulnerability and trust, you can do so much more for them,” she explains. For Juniper, that goes beyond just her clients. “As a leader, if your team trusts you, and they are honest with you, and they’re confident about your ability to get them where they want to go, it changes your entire relationship with them.” Juniper takes this beyond just her current employees and implements Sandler methods into her recruiting strategies as well. “Sandler is critical in helping me [recruit]. I understand behavior and the natural tendencies that lead to achievement and success,” she says. “The primary thing I look for beyond that is do they fit with our culture? Are they about being exceptional, delivering world- class service, and developing long-term relationships with clients? That’s really important to us.” While culture fit is a major concern for almost every business,
Juniper recognizes that not everyone is the right person for the job. “We can take someone with a natural predisposition to succeed and take them to a whole new level. And that’s so much more enjoyable than someone who doesn’t have a sales disposition,” she says.
TALK
So much of what constitutes each person’s success comes
down to self-talk. What goes on within the four walls of our minds has a significant impact on how we live our lives. One of the notable players in this internal struggle is the way we view our role versus our identity. “I love role versus identity because if there are things going on in your personal life that you can separate and say, ‘I’m going to step into my role,’ your business is less affected when you can learn to divide those. Being a salesperson is one of the toughest jobs out there. Your personal life can have so much impact on your professional life and vice versa.” Juniper says. We really drive home this idea because too many professionals attempt to validate their lives through the lens of their careers. But what differentiates the two? “I carried my identity into my role. Identity is more who you are. It’s the truth I tell myself and the lies I used to tell myself. My role is the director of sales and training at Juniper Cooper Realty.” Tom explains.
That sounds pretty good to us.
Once you understand the difference between the two, you can achieve
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