Sandler Training - February/March 2020


the problem is that your current team isn’t completing all the tasks required of them every day. Once you’ve identified those problems, ask yourself, “Is this the core issue? Or could I address something deeper?” In the examples I gave above, there are certainly deeper issues. Failing to bring in sufficient revenue, for example, is a symptom of a larger problem. If you’re hitting this barrier, odds are there’s something wrong with your sales funnel, or your prices are too low. Similarly, tasks going incomplete is a symptom of something else — most likely hiring the wrong people, or bringing on too many clients at once, or bringing on less-than-ideal clients. These can be tough realizations, but luckily, business problems begin to look like opportunities with enough clarity. Once you’ve taken off your blinders and examined your strategic aim, you can double down on what really matters and find success in Q2. I’ll be going through this process myself here at Sandler Training, so if you could use some expert assistance with your evaluation, don’t hesitate to drop me an email. You can reach me at jim.stephens@ any time, day or night.

–Jim Stephens


2. FEAR OF REJECTION Do you have a hard time stepping out of your comfort zone? Do you find yourself avoiding the word “no” at all costs? You might have been programmed with this fear. If you have been, you could be short on prospects, fail to close new clients, and miss out on your ideal customers. 3. LACK OF SELF-WORTH Do you have a bad habit of giving your time away for free or letting your prospects walk all over you? Without self-worth, you could end up underpricing your products and services, and potentially going out of business. If one (or more) of those situations sounds familiar, your mind is overdue for reprogramming. You can try to do it yourself, but odds are you’ve been there and done that without results. Luckily, our team here at Sandler Training can help. Call us today to turn your mindset around.

When it comes to succeeding in business, every entrepreneur is their own worst enemy. In our experience, negative beliefs are more crippling than any other barrier to business growth because there’s no aspect of your business they can’t reach. Unfortunately, most of us are oblivious to the thought seeds we sow and the effect of those thoughts — which is why developing an awareness of your subconscious programming and learning to upend it is essential. First, you need to realize that you are who you have been programmed to be by the faith or fear planted in your thinking mind. The inputs you received from early childhood, reinforced through your life experiences, are the building blocks of your reality. Here are three common beliefs to watch for: 1. NEED FOR APPROVAL Do you live by the words “the customer is always right?” Are you constantly looking for positive feedback, even at the expense of progress? If so, your growth could be chained by this belief. In our experience, this results in a bloated pipeline filled with unqualified prospects, a long sales cycle, and a big pending file.


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