Ken Seawell

In my continuing series on the Sandler Rules, let’s talk about Sandler rule number 34, “Work smart, not hard.” You’ve probably heard the phrase “hard work pays off,” but it’s often the case that people who have their hard work pay off are also working smart.

In our series on the Sandler Rules, let’s talk about Sandler rule, “The problem the prospect brings you is never the real problem."

In summary, my journey toward excellence may encounter obstacles and diversions, yet armed with the BAT Triangle as my guide, every step of the way becomes purposeful and rewarding.

One of my favorite traditions is “The Twelve Ties of Christmas,” which is my own version of the “Twelve Days of Christmas.”

In my continuing series on the Sandler Rules, let’s talk about Sandler rule number 40, “Fake it ‘til you make it.”

Have you ever been in a store, and a salesperson keeps asking if you need help finding the fitted shirts or if they can get you something else to try on? Do you ever find that more annoying than helpful?

If so, then this rule should be easy to understand.

In my continuing series on the Sandler Rules, let’s talk about Sandler rule number 39, “When all else fails, become a consultant.”

It’s been a crazy couple of weeks since the Sandler Summit! I hadn’t even been back to work for two days before the virus began interrupting “business as usual,” and I’ve spent the past week adjusting to the new normal.

In my continuing series on the Sandler Rules, let’s talk about Sandler rule number 37, “All prospects lie, all the time.”

OK, OK. That might be a bit of a stretch. I know there are good prospects out there, ones who are honest and upfront throughout the selling process.

As a salesperson, we have to make many decisions along the way. (The buyer only has the decision of whether to buy or not buy from you.) But our most important job is to get others to make decisions, based on our ability to make good decisions.

Ken Seawell shares a Christmas message to you this year.