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EAM Consulting Group | Troy, MI
 

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Ken Seawell

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

Today is May 18. I am entering week 10 of the Michigan lockdown, knowing that the end of the quarantine is soon … maybe. I have stayed a bit off the grid, communicating with only a few people in my inner circle. I have not written any blogs since the pandemic started, so I suppose this is as good as time as any to return from my seclusion.

Here is what I have come to learn:

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.

 

Soon, I'll be on my annual pilgrimage to the Sandler Summit, and I'd like to share with you a few things I'd like to accomplish. Allow me to deputize you as my "accountability partner," to hold me responsible for the goals I'm setting for next week.

In my continuing series on the Sandler Rules, let’s talk about Sandler rule number 38, “The problem the prospect brings you is never the real problem."

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.

 

 

In my continuing series on the Sandler Rules, let’s talk about Sandler rule number 35, “If your competition does it, stop doing it right away.” To me, this post can easily be broken down into one sentence. It’s a quote by Sally Hogshead, who is a New York Times bestselling author and CEO. She said, “Different is better than better.” Let’s think about this from a sales perspective...