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HBHL Ventures | Houston, TX

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Try, Need to and Can’t. These are three words that any sales coach worth their salt will not allow to pass during a coaching conversation without probing. Why? Because these words are almost always code for a salesperson doing what salespeople do best, influencing their manager’s and coach’s to let them slide.

As a sales leader, there’s a simple way to help the salesperson check their beliefs when they are potentially getting in the way (head trash). When Ben said there could be negative consequences from using the technique that Terri suggested, she could have asked Ben the following question, in a nurturing manner.

We sometimes forget that Sandler’s Up-Front Contract is not only a tool to run a prospecting or sales call, but ANY business or personal interaction you may have. We would encourage you to remind your team to practice using UFC’s in their personal life right now, as well as with customers on non-selling calls.

If you’re Sandler-trained, chances are, you and your team (and perhaps even your family), already use DISC day-to-day to improve your communication and how you adapt to one another. If your assessments haven’t been reviewed in a while, now might be a important time to review them to remind your team to be mindful of overuse, and also to be on the lookout for customers and family members who are overusing their DISC styles. And remember, one caution, when we adapt away from our natural style(s), it burns a lot of mental calories. Be prepared to be a little mentally worn out from adapting. But if you are worn out, you’ll know you’re doing it right.

How Prospecting Is Like The School Bully

Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.