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Professional Development

An overview of the Sandler Summit by Ken Seawell.

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I’ve just returned from my trip to Florida where I spent some time with my family (ask me about my granny van) and at the Sandler National Client Summit. The theme of the two-day Summit was Vision Driven Success.

Let me share with you a few of my takeaways:

Followers of my Pulse posts and social media accounts will know that I recently attended the Sandler Summit in Orlando, Florida. The theme of this year’s annual Sandler Summit was Accelerate Your Success. Accelerate, according to the Merriam-Webster dictionary, means “to progress from grade to grade more rapidly than usual.” This year, the attendees were challenged to think about ways to accelerate their professional development, their personal growth, and their business success.

John Rosso gave a great presentation entitled “Consistency is King”. By using the Sandler BAT triangle to illustrate effective belief statements, he detailed how to use behavior, attitude, and technique in creating long-term success in Sandler. Let me share with you some of my insights I learned from his talk.

2017 was a good year for me… my best year ever. I was consistent in hitting my behaviors for the all 52 weeks of the year. In fact, I did 96.7% of my behaviors, from emails to cold walk-ins, during the year. I consider that a victory.However, I wasn’t completely happy. I knew that I struggled on occasion with the motivation and the mindset to achieve 100% of my behaviors and that gnawed at me like how a dog takes to a bone. As usual, it was some advice that my good friend and mentor, Erik Meier, told me that sparked a change in my actions.

In a perfect world, every conversation we have with another human would be a straight-forward, mutually beneficial conversation. But we don’t live in a perfect world, and many times the conversations we have with others are anything but straight forward. As a Sandler disciple, I often turn to the three tenets to improve my areas of deficiency. Let’s look at how attitude, behavior and technique can help reduce game playing.

I tweaked the title of the 1977 song “I Fought the Law” by The Clash to highlight an incident I had recently. Here are the two things for you to chew on (some pun intended), and a few questions to ask yourself from my experience:

The first rule that I teach at Sandler is that you have to learn to fail, in order to succeed. Now, that might sound a bit confusing, but stick with me, it does make sense.


Have you ever lost a sale and felt like a personal failure? Losing a sale doesn't mean you lost personally. You can learn from your mistakes and become a more effective sales professional.

Have you ever lost a deal because you didn't make the right decisions?

Many salespeople are too eager to make presentations – are you? They view them as opportunities to establish the value of their products or services by demonstrating their unique aspects. You can’t establish value, however, until you have determined which aspects, if any, are relevant to the prospects’ situations.

Have you ever let your emotions get the better of you in a selling situation?

Have you ever wasted time and effort on a sale that you weren't going to close anyway?

Have you ever lost your objectivity with a prospect or customer?

Have you ever felt as though you were being left behind...because you were unwilling to learn and attempt new things?

Have you ever simply fled the scene of a meeting gone wrong?

Are you using your experience on past calls to improve the next call?

Have you ever reached the "end of the line" with a prospect - and had no idea what to do to move forward?

Have you ever found yourself using "weasel words" with a prospect or customer?

Like most other professions, the sales profession has its ups and downs. There are times when everything is an uphill battle. Few prospects will take your calls.